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Succeeding in International Wine Business

An initiative of New Zealand Winegrowers
New Zealand Wine Exporters’ Forum

27 & 28 January 2004
Succeeding in International Wine Business

This event is kindly sponsored by ACI Glass Packaging New Zealand and New Zealand Trade and Enterprise


Day One: Tuesday 27 January 2004

8.30am Registration

9.00am Welcome by Hon Dr Michael Cullen, Deputy Prime Minister

9.15am Introduction by Moderator: Philip Gregan, CEO New Zealand Winegrowers

9.25am Keynote Address: The Global Marketplace: Top line overview of key global trends with references to the US market.
Jon Fredrikson, Gomberg, Fredrikson & Associates

10.10am Future Strategy for Brand New Zealand
Vaughan Schwass, Manager Product Marketing - NZ Tourism Board

10.40am Morning tea

11.10am Australia’s Strategies for Success in the Global Wine Market: A Generic Perspective
Jonathan Scott, General Manager Australian Wine Export Council

11.40am New Zealand Wine - Our Brand
Philip Gregan Chief Executive, NZ Winegrowers

12.10pm Lunch

1.00pm The UK Market
Session Chair and Market Introduction: Sara Watson, UK Marketing Manager NZ Winegrowers
1.05pm Opportunities in the UK market, David Nicholas, Director, Wine Partners Limited
1.35pm UK Supermarket perspective – how wine buying decisions are made by Tesco’s Phil Reedman, Product Development Manager, Tesco’s.
2.05pm UK restaurant trends and buying decisions, Nick Tarayan, Journalist & Restaurant Consultant.

2.35 pm Afternoon Tea

3.05pm The USA Market
Session Chair and Market Introduction: David Strada, USA PR Partner
3.10pm USA restaurant trends and buying decisions, Inez Ribustello, Wine Director at Borgata
3.40pm USA retail trends and buying decisions, Chip Cassidy, Wine Director, Crowns Wines & Spirits
4.10pm Wine business opportunities in the USA, Alana Gower, Trade Commissioner New York, NZ Trade & Enterprise

4.40pm The Canadian Market
Session Chair and Market Introduction: Robert Ketchin, Canadian PR Partner
4.50pm General structure of Liquor Control Board of Ontario (LCBO) and what LCBO wants from NZ wine. Shari Mogk-Edwards, Director Vintages, LCBO

5.20 pm Questions

5.50 pm Close

Day Two: Wednesday 28 January 2004

8.00am Registration

8.30am Introduction by Moderator: Philip Gregan, CEO New Zealand Winegrowers

8.35am New Markets
Identifying Emerging Market Opportunities, Stephen Bryant, NZ Trade & Enterprise

9.05am The Australian Market
Session Chair and Market Introduction: Carole Ruta, Champagne Charlies
9.10am Australian restaurant trends and buying decisions, Phillip Rich, Liquor Operations Manager
9.40am Australian retail trends and buying decisions, David Matters, Manager, Best Cellars

10.10am Morning Tea

10.40am Brand Building
Panel Discussion with all key speakers – Is the Honeymoon over or is it just beginning for New Zealand wine?
Global issues relating to product, price, place, promotion and people

11.30am Winery Perspectives
Australia - Yalumba Winery Experience of marketing wine brands internationally Robert Hill Smith

12.00pm Lunch

1.00pm Winery Perspectives: New Zealand winery experience of marketing wine brands internationally
Felton Road, Nigel Greening
Wither Hills, Brent Marris
Babich Wines, David Babich

Practical Sessions

2.00pm Branding and Labelling, Jonathon Hales, Clemenger BBDO

2.30pm Pricing and Foreign Exchange Management Dean Compton, Head of Customer FX, The National Bank of NZ

3.00pm Afternoon tea

3.30pm Insurance, Contracts and Product Liability: Contractual issues associated with appointing agents and distributors, including related issues of product liability insurance. Bell Gully

4.00 pm International Branding Issues: Legal issues associated with international brand searches and registration, Bell Gully

4.30pm Questions and Concluding Remarks

7.00pm Guests invited to attend Pinot Noir 2004 Opening at 7.00pm at Te Papa

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