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Wine Marketing & Sales, Second Edition

How can a small winery possibly compete with the marketing war chests of massive wine companies? How can it hope to capture the over-stimulated mindshare of the modern consumer? - By being strategic. Scores have succeeded at it. And by being educated so can the owner of even the smallest winery.This completely revised and updated edition of the bestselling book by three of the industry's most connected insiders puts new, practical and powerful strategies into the hands of veteran brand managers and marketing professionals, and the vast bank of wine marketing knowledge within reach of the nascent winery owner.The new edition has 100 pages of new and expanded material, including the topics: importing and exporting, logistical management, marketing tasting rooms as "destinations," newest legal developments, and marketing in a down economy. Three new chapters detail how to generate greater retail sales, take advantage of the wine tourism boom, and grab the benefits of Wine 2.0, social networking and viral marketing.
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About the Author

Paul Wagner is an instructor for Napa Valley College and the Culinary Institute of America. Paul formed Balzac Communications & Marketing in 1991. Paul is a regular columnist for Vineyard & Winery Management magazine and contributes to He lives in Napa, California. Janeen Olsen is a Professor of Marketing at Sonoma State University. Her research on wine consumption, direct to consumer marketing and tasting room service has been published extensively in international business journals, and she lectures on those topics regularly. Janeen lives in Vallejo, California. Liz Thach (pronounced "tosh") is a management and wine business professor at Sonoma State University in the Wine Business Institute where she teaches in both the undergraduate and Wine MBA programs. Liz has published over 90 articles and 4 wine books, including Wine: A Global Business. Liz lives on Sonoma Mountain.

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