Survey seeks to identify best practice in direct-to-consumer wine sales

10 Aug 2018
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Wine companies are being encouraged to participate in Wine Australia’s inaugural Cellar door and direct-to-consumer survey to build understanding of this rapidly growing area and to help develop best practice customer engagement.

Wine Australia Chief Executive Officer Andreas Clark said that, in 2017, the Small winemaker production and sales survey found that direct-to-consumer (DTC) sales channels accounted for 43 per cent of total sales revenue for Australia’s 2000+ small winemakers, with cellar door the strongest growing channel.

‘Wine businesses were found to be making significant investments in tourism-related offerings and developing a range of alternatives to traditional cellar door tastings’, Mr Clark said.

‘However, there is very little in-depth information available on DTC total sales, cellar door visits, conversion rates, wine club retention rates and other benchmark statistics that can help wineries develop strategies and assess their performance in these profitable and growing channels.

‘This survey delivers on an initiative of Wine Industry Suppliers Australia (WISA) and will be used to develop a series of key benchmarks and statistics to assist wineries in the development of best practice wine tourism and DTC activities.

‘It’s important for producers to benchmark themselves to improve overall performance, make informed business decisions and manage factors that affect consumers’ demand, loyalty and preference for their wine brand. This survey will provide meaningful and actionable insights for wine producers throughout Australia and will be an essential tool when building long-term sales strategies’, Mr Clark said.

WISA Executive Officer Matt Moate said the research was imperative to define the capability gaps in Australian direct-to-consumer wine sales.

‘The supply sector will be able to utilise this data to deliver opportunities to accelerate producers’ knowledge and skills resulting in a new level of competitiveness in this space,’ Mr Moate said.

The survey incorporates and expands on Wine Australia’s annual Small winemaker production and sales survey and respected social research company Harrison Research will undertake the inaugural 2018 survey on behalf of Wine Australia.

Wine companies will receive a link to the survey in the week beginning 13 August 2018.

The survey will be anonymous, with the information presented in a report that will be published using aggregated, de-identified data.

The report will be released at WISA’s inaugural Wine Industry Impact Conference – Making a Direct Impact, which will bring wine producers, marketers, salespeople and their suppliers together in Adelaide on Thursday 18 October to focus on the burgeoning DTC sales channel in Australia.

All survey participants who provide their details will receive a copy of the survey and will be entered in a draw to receive one of four complimentary full registrations to the Making a Direct Impact conference, (including one night’s accommodation in Adelaide).


For media enquiries please contact

Anita Poddar

Corporate Affairs Manager, Wine Australia

Phone: +61 417 819 978

Email: anita.poddar@wineaustralia.com

Wine Australia supports a competitive wine sector by investing in research, development and extension (RD&E), growing domestic and international markets, protecting the reputation of Australian wine and administering the Export and Regional Wine Support Package.

Wine Australia is an Australian Commonwealth Government statutory authority, established under the Wine Australia Act 2013, and funded by grape growers and winemakers through levies and user-pays charges and the Australian Government, which provides matching funding for RD&E investments