PROGRAM

Passaes available at the door

Registration opens at 11:30am

Two Day Passes Only

Single Day Passes Not Available

26th Annual Wine Industry Financial Symposium

Monday and Tuesday September 25 & 26, 2017 – Napa Valley Marriott, Napa California

MONDAY SEPTEMBER 25

11:30 a.m. REGISTRATION

12:15 p.m. – 1:15 p.m. NETWORKING LUNCH

1:15 – 2:15 p.m. GENERAL SESSION – THE POLITICAL CLIMATE AND RESULTING ECONOMIC CHANGES

David Pardes, Tax Partner, PricewaterhouseCoopers, LLP, Moderator

Bobby Koch, President and CEO, Wine Institute

Andrew Prior, Director, Washington DC National Tax Services Legislative and Regulatory Practice, PricewaterhouseCoopers, LLC

In these tumultuous times, what is really going on with tax policy and being discussed behind closed doors in Washington, DC? Andrew Prior will present an overview of political, economic, budgetary, procedural and fiscal deadlines with respect to tax policy and how they all might play out. Bobby Koch will elaborate on the Wine Institute’s state, national and international public policy and how their advocacy efforts are impacting the wine industry.

2:30 – 3:45 p.m. SESSION ONE (CHOOSE ONE)

PERSPECTIVES AND FIRST INSIGHTS FROM THE WINE INDUSTRY FINANCIAL BENCHMARKING SURVEY

William Vyenielo, Sr. Business Consultant, Moss Adams, Moderator

Dennis Groth, Owner & President, Groth Vineyards and Winery

Steve Tamburelli, President & CEO, Clos du Val

Daniel Tugaw, Market Reasearcher and Analyst, Turrentine Brokerage

The key findings of the 2017 Financial Benchmarking Survey will be unveiled, providing relevant perspectives and insights from winery executive panelists. Find out how wineries and growers can utilize benchmarking to gauge and improve the performance of their companies. The discussion will include trends within the DTC and three-tier sales channels, grape markets, labor supply issues and strategies being employed to meet current challenges and opportunities in the industry. The survey was conducted by Moss Adams, American Ag Credit, Heffernan Insurance & Turrentine Brokerage.

EFFECTIVE RELATIONS BETWEEN BANKERS AND WINERY CFOS

Ian Malone, Director, Aspect Consumer Partners, Moderator

Shannon McLaren, CFO, Crimson Wine Group

Lori Beaudoin, SVP/CFO Duckhorn Wine Company

Adam Beak, Managing Director, Bank of the West

Ed Adams, VP, American Ag Credit

A global and localized perspective on financing will set the tone for this discussion about effective relationships and expectations between bankers and CFOs. What do CFOs want out of banking relationships? How can best practices and consistency improve relationships? Learn how to prepare for meetings, so that required tools such as management reports will meet the level of expectations for all parties.

WINE AND SPIRITS CONVERGENCE?

Cyril Penn, Editor, Wine Business Monthly, Moderator

Robert Trone, Co-Owner, Total Wine & More

Steve Matthiasson, Owner, Matthiasson Wines and Premier Viticulture

Jeff O’Neill, President, O’Neill Vintners and Distillers

Several wine businesses have added spirits to their portfolio. What are the key drivers of this trend, and what does the wine market look like as compared to other beverages? While wine products often need to be marketing with authenticity, how different is positioning a product in the spirits world? Financially, is this a good move? While there are benefits, there may be distractions. Are alcoholic beverages other than wine adding to the bottom line?

4:00 – 5:15 p.m. SESSION TWO (CHOOSE ONE)

MERGERS AND ACQUISITIONS: VOLUME OF DEALS ON THE RISE

Matt Franklin, Partner, Zepponi & Company

George Coope, Senior Director of Strategy & Analysis, Zepponi & Company

Dan Costello, Director of TSG Consumer Partners, LLC

Dennis Carroll, Head Hooligan, Wine Hooligans

This high-level recap will cover the big deals, M&A trends and predictions of what the future holds for location and type of sale. Types of buyers and sellers, timing, preplanning, valuation and sale preparation along with other essentials will be discussed.

A CALIFORNIA AND GLOBAL GRAPE AND BULK WINE SUPPLY UPDATE: WHAT IS HAPPENING AND WHERE COULD THE MARKET GO?

Steve Fredricks, President, Turrentine Wine Brokerage

Zach Rasmuson, COO, Duckhorn Wine Company

Mitch Davis, Senior Vice President of Production–Winery Operations, Jackson Family Wines

Gale Sysock, VP Custom Resources Group, Delicato

Corey Beck, President & Director of Winemaking, Francis Ford Coppola Winery

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?

ALLOCATION OF WINE: CHANNEL MANAGEMENT

Dale Stratton, Director of Strategic Insights, Constellation Brands, Moderator

Brian Kelleher, VP Sales & Marketing, Pahlmeyer Winery & Wayfarer Wines

Nicole Carter, CMO, Hess Collection-Winery

Thomas Bonomi, Jr., President & CEO, Classic Wines and Price Family Wines

With diverse and varying margins, how does a winery decide how to best manage distribution channels to maximize both profit and brand? From DTC to on-premise to off-premise to tasting room only, what percentage of wine should be allocated to each?

6:30 – 9:30 p.m. WINE INDUSTRY VIP, SPEAKER, SPONSOR DINNER – ROBERT MONDAVI WINERY

TUESDAY SEPTEMBER 26

7:45 a.m. COFFEE & REGISTRATION

8:15 – 8:30 p.m. WELCOME & INTRODUCTIONS

Lisa Adams Walter, Director of Programs, Wine Industry Symposium Group

Eric Jorgensen, President, Wine Business Monthly

8:30 – 9:15 a.m. KEYNOTE: TODAY’S EVOLVING WINE BUSINESS

Bill Newlands, EVP & COO, Constellation Brands

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

Dr. Liz Thach, MW, Distinguished Professor of Wine and a Professor of Management, School of Wine Business Institute. Sonoma State University

Carmen Castaldi, President, Rodney Strong

Mike Reynolds, President, Hall Wines

Peter Mondavi, Jr., Co-Proprietor, Charles Krug Winery

10:00 – 10:30 a.m. GET-ACQUAINTED BREAK

10:30 – 11:00 a.m. A MACRO LOOK AT THE ECONOMY, THE POLITICAL WORLD AND THE CONSUMER

Russell Miller, Associate, RBC Capital Markets, LLC

An analysis of the current economic, political and consumer behavior.

11:00 – 12:00 p.m. THE ROAD TO PREMIUMIZATION:  LAND VS. BRAND

Cyril Penn, Editor, Wine Business Monthly, Moderator

Bob Torkelson, CEO, Trinchero Family Estates

David Bowman, EVP of Classic, Estates and Atlas, Jackson Family Wines

Corey Beck, President & Director of Winemaking, Francis Ford Coppola Winery

The impact of M&A in terms of both land and brand, have caused dramatic shifts for wineries of every size. This discussion will reveal some of the strategies and reasoning behind acquiring land versus brand.

12:00 – 1:15 p.m. NETWORKING LUNCH

1:15 – 2:00 p.m. THE UNINTENDED CONSEQUENCES OF PREMIUMIZATION

Erin Kirschenmann, Assistant Editor, Wine Business Monthly, Moderator

Robert Trone, Co-Owner, Total Wine & More

Tony Correia, Owner, The Correia Company

While premiumization has generally been lauded across the wine industry, Correia and Trone see some less-than-ideal outcomes from the trend. Land values have steadily increased, driving up the price of grapes, and now retailers are looking outside Napa and Sonoma for their bargain Cabernets. What does this mean for the industry, especially as discussion of the next recession gains momentum?

2:00 – 3:00 p.m. HOW TO BRING TO MARKET WINES IN THE $20 – $40 SRP RANGE IN TODAY’S DYNAMIC MARKETPLACE?

Bill Leigon, President, Jamieson Ranch Vineyards, Moderator

Carol Reber, SVP, CMO, Duckhorn Wine Company

Scott Edwards, COO, Foley Family Wines

Dan Zepponi, President and CEO, Cuvaison Estate Wines

How to match a winery’s marketing strategy to the right Channel of Distribution. We will discuss the challenges and opportunities of each Channel of Distribution: DTC, 3-Tier On-Premise, 3-Tier Off-Premise, and potential new channels. Does the marketing strategy need to change for $20 -$40 SRP vs $40+ SRP? While the $12-$20 market is growing at a rapid rate, is this really the right target segment for a small winery owner?

3:00 – 4:00 p.m. WINE TASTING AND RECEPTION