WINE INDUSTRY FINANCIAL SYMPOSIUM
The premier wine industry conference covering financial, business and strategic issues.
September 25 and 26, 2018
Napa Valley Marriott: Click Here to Book Your Hotel Room
president and CEO
Sonoma County Tourism
vice president, marketing & communications
Visit Napa Valley
Deutsch Family Wine & Spirits
COO & president americas
Treasury Wine Estates
TUESDAY, SEPTEMBER 25
12:00 p.m. – 1:00 p.m. REGISTRATION AND NETWORKING LUNCH
1:15 – 2:15 p.m. OPENING DAY KEYNOTE: ASSESSING THE FIRE IMPACT ON NORTH COAST WINE ECONOMY
Lisa Poppen, vice president, marketing and communications, Visit Napa Valley
Claudia Vecchio, president & CEO, Sonoma County Tourism
Nearly one year after the wildfires that ravaged the Napa and Sonoma wine countries, join two tourism leaders as they share stories about collaboration, communication and the recovery that’s now well under way in both communities. Claudia Vecchio, president and CEO of Sonoma County Tourism, and Lisa Poppen, vice president of marketing and communications at Visit Napa Valley, will kick off the Wine Industry Financial Symposium with a look at the fire’s impact on tourism, the strides being made to bounce back and more.
2:30 – 3:45 p.m. SESSIONS (CHOOSE ONE)
WINE TO MARKET 2018
Bill Leigon, president, Jamieson Ranch Vineyards – Moderator
Ken Cassar, vice president, principal Analyst, Slice Intelligence
Jordan Kivelstadt, founder and winemaker, Kivelstadt Cellars; founder, Free Flow Wines
Judd Wallenbrock, president & CEO, C. Mondavi
Sales at wineries and at grocery stores have declined slightly. What are wineries doing to increase sales through other channels? Hear about new online and onsite strategies from experts.
CFOS TALKING SHOP: DEALING WITH MAJOR OPERATIONS AND MARKET CONCERNS
Ian Malone, director, Aspect Consumer Partners
Robert Fowles, CFO, Opus One
Shannon McLaren, CFO, Huneeus Vintners
Matthew Owings, CFO, Rombauer Vineyards
Intelligent, strategic growth while satisfying investment return, controlling property and grape price fluctuations, keeping current with environmental and government regulations, distribution and using technology wisely inside the office and out in the vineyards are some of the issues and concerns weighing on winery CFOs’ minds. Come and hear about best practices in winery management.
PRIVATE LABELS ARE HERE TO STAY
David Schuemann, owner, CF Napa
Steve Fredricks, president, Turrentine Brokerage
Chris Passarelli, DFP
This panel will provide an overview and education of the current state of the private label business in both the U.S. and international marketplaces (retailers, restaurants, airlines, cruise ships, export, etc.). Costs and potential profits, risks and opportunities, and recommended best practices will all be discussed.
4:00 – 5:15 p.m. SESSIONS (CHOOSE ONE)
MERGERS AND ACQUISITIONS: VOLUME OF DEALS ON THE RISE
Kevin O’Brien, senior vice president, Zepponi & Company – Moderator
Hugh Reimers, president, Foley Family Wines
An update on the most recent activity in mergers and acquisitions, including a high-level recap of the year, big deals and M&A trends.
GRAPE AND BULK WINE SUPPLY UPDATE: WHAT IS HAPPENING AND WHERE COULD THE MARKET GO?
presented by Turrentine Brokers
A comprehensive overview of the current state of the grape and bulk wine market will be followed by a panel discussion of people in the thick of the game. Everyone is concerned about quality, growth and price. From a supply standpoint, where does your operation stand? While some established wineries seem to be doing well, how is the industry as a whole?
TALES OF SUCCESSFUL SUCCESSION PLANNING
Russ Joy, vice president, California operations, Ste. Michelle Wine Estates – Moderator
Carolyn Wente, CEO and fourth generation winegrower, Wente Family Estates
Peter Johnson, Director, Westgate Center for Leadership and Management Development Institute for Family Business, Eberhardt School of Business, University of the Pacific
Peter Mondavi, Jr., co-proprietor, C. Mondavi Family
As the California wine industry matures, the need to look to the future of winery leadership grows. Several companies have made the management transition from initial founder to new president and done it in a way that didn’t disrupt operations; whether by handing it down to the next generation, training an existing employee or bringing in someone outside the business to keep things running smoothly. This is your chance to hear the stories directly from those who have gone through it.
FINANCIAL SYMPOSIUM VIP DINNER – at THE CIA, COPIA
6:00 – 9:15 p.m. TUESDAY, SEPTEMBER 25
Join Speakers, Sponsors and other VIPs for the Wine Industry Financial Symposium VIP Dinner. The evening will begin with an Hors d’oeuvres Reception followed by a custom dinner menu (you must be registered for the Financial Symposium to attend – separate ticket purchase required). Seating is limited and it is anticipated that the dinner will sell out early – add your dinner ticket to your registration today! Transportation will be provided from the Napa Valley Marriott. REGISTER NOW!
WEDNESDAY, SEPTEMBER 26
8:00 – 8:15 a.m. REGISTRATION AND CONTINENTAL BREAKFAST
8:15 – 8:30 a.m. WELCOME AND KICK-OFF
Eric Jorgensen, president and publisher, Wine Business Monthly
8:30 – 9:15 a.m. KEYNOTE: THE DEUTSCH FAMILY WINE & SPIRITS APPROACH TO ACQUISITIONS
Tom Steffanci, president, Deutsch Family Wine & Spirits
Do you build a brand or buy one? If you choose the latter, beyond the usual talk of multiples and valuations, how do you look at a budding deal to determine a brand’s worth? Brands that begin with more scale and higher velocity can command higher multiples, while early development brands present higher risks and don’t command big premiums. But often overlooked are joint ventures, which are a great opportunity for the seller to get a partner to help them scale while still participating in the higher value sale of the second half. Deutsch Family is an expert at partnering and allows founders to continue working with the brand, combining their skills with Deutsch’s sales, marketing and logistics might. Steffanci will share his perspective from the commercial side of a deal, as well as take a look at the factors that are most important to Deutsch Family Wine & Spirits when determining a purchase price.
9:15 – 10:00 a.m. THE WINE INDUSTRY FINANCIAL SYMPOSIUM’S ANNUAL EXECUTIVE SURVEY
Ray Johnson, executive director, School of Wine Business Institute, Sonoma State University
Liz Thach, PhD, MW, distinguished professor of wine, Sonoma State University
Tim Persson, chairman, The Hess Collection Winery
Alex Ryan, president, Duckhorn Vineyards
Violet Grgich, president, Grgich Hills Estate Winery
Cindy DeVries, Chief Operating Officer, Fetzer Vineyards
The team at Sonoma State University, along with a panel of C-level executives, will present the results of the annual Executive Survey, highlighting the key trends from last year, predictions for the future and best practices at solving industry issues.
10:00 – 10:30 a.m. NETWORKING BREAK
10:30 – 11:30 a.m. PRIVATE LABLES ARE HERE TO STAY
Terry Wheatley, president, Vintage Wine Estates
Phil Hurst, presidnet and CEO, Truett.Hurst, Inc.
Mark Lansley, ceo & owner, Broadland Wineries
Understanding of the current state of the private label business in the US marketplace (retailers, restaurants, airlines, cruise ships, export) costs and potential profits, risks and opportunities and what best practices are recommended.
11:30 – 12:30 p.m. TAXES, TARIFFS AND TRADE WARS
Steve Burns, president, Wine Market Council – Moderator
Linsey Gallagher, VP international marketing, The Wine Institute of California
Charles Jefferson, VP international and federal public policy, The Wine Institute of California
Whether trading in China, Mexico, Canada or Europe, life has become complicated for wineries. How will taxes, tariffs and trade wars effect your business?
12:30 – 1:45 p.m. NETWORKING LUNCH
1:45 – 2:30 p.m. WINE INDUSTRY LIGHTNING ROUND
Esther Mobley, wine critic, San Francisco Chronicle – Moderator
Andy Beckstoffer, chairman and CEO, Beckstoffer Vineyards
Carmen Castaldi, president, Rodney Strong Wine Estates
Curtis Mann, director of alcohol and beverages, Raley’s Family of Fine Stores
Matt Stamp, Master Sommelier, education director for Guild of Sommeliers, co-proprietor of Compline Wine Bar, Restaurant & Merchant
Joy Sterling, CEO, Iron Horse Vineyards
Mike Taylor, wine buyer, Nugget Markets
This one-of-a-kind panel of leading wine industry executives, from vineyard to vintner, and from retail to sommelier, all offer unique and diverse perspectives on the industry. Led by wine critic Esther Mobley, each panelist will be asked to provide an answer to the same set of questions – presented in quick “lightning round” style. These experts will talk trends, decision-making best practices and so much more. Don’t miss this rare opportunity to hear from the leaders and up-and-comers of the wine industry.
2:30 – 3:30 p.m. CLOSING KEYNOTE: BUILDING A CUSTOMER AND CONSUMER OBSESSED ORGANIZATION
Robert Foye, president and COO, Treasury Wine Estates
Treasury Wine Estates is driving a customer- and consumer-focused organization within its sales, marketing and supply chain functions in a rather unique way. Robert Foye will discuss the ways and methods in which the company developed its practices and how it’s working.
3:30 – 4:00 p.m. WINE RECEPTION