We support organisations to make better informed strategy and investment decisions
We can help you answer questions in a number of areas including:
Business strategy
Export strategy
Brand positioning
Mergers & acquisitions
Routes to market
Opportunity analysis
Market entry
We build our consultancy services on evidence collected through:
Expert & Trade interviews
Online consumer surveys
Producer surveys
Focus groups
Package testing
Liquid testing
Consultancy Case Studies:
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The client was reviewing its international business strategy and sought a comprehensive evidence-based analysis of market opportunities, optimum corporate structures, followed by actions and processes required to make the strategic intent a reality
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The Comissão Vitivinicola Regional do Tejo engaged Wine Intelligence to advise and lead on the development of a structured and cohesive export strategy for this wine region. While exports had been growing, volumes only accounted for 30% of total production, and in-market support programmes were not all delivering export volume growth.
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A leading European sparkling wine producer identified the US market as a potential expansion market for their range of sparkling wines (and adjacent product categories) from their current product portfolio. They wished to better understand entry routes, positioning concepts and identify potential partners/importers in the US market.
Case study: Major European wine producer
International corporate expansion strategy
BUSINESS CHALLENGE
The client was reviewing its international business strategy and sought a comprehensive evidence-based analysis of market opportunities, optimum corporate structures, followed by actions and processes required to make the strategic intent a reality
SOLUTION
Wine Intelligence structured a multi-layered consulting project to support three key areas:
1. Opportunity analysis: what categories and markets had particular attractiveness
2. Capability analysis: how the client’s assets and skillset best aligned with the opportunities
3. Optimum future structure: how the organisation should align itself best to take advantage of the opportunities and fulfil its ambitions
Data was collected from Wine Intelligence’s existing insights databanks on key consumption markets, and its Compass market model was deployed as part of the opportunity analysis
Extensive in-depth one-to-one interviews were conducted with the senior management team to understand the ideas and current positioning of the company.
Several workshops of the senior management were convened, facilitated by Wine Intelligence directors, to scrutinise the data and develop hypotheses for action.
The project concluded with a presentation to the CEO with an action plan for taking the strategy forward.
BUSINESS CHALLENGE
The Comissão Vitivinicola Regional do Tejo engaged Wine Intelligence to advise and lead on the development of a strucured and cohesive export strategy for this wine region. While exports had been growing, volumes only accounted for 30% of total production, and in-market support programmes were not all delivering export volume growth.
The brief was:
• Help the region identify the 5 or 6 export markets which are most important to the region’s long-term growth
• Help to develop, plan and execute market growth programmes for each of these key export markets
SOLUTION
Wine Intelligence led an initial phase of work using the WI Compass report and supported by multi-country trade interview programmes, to identify the 6 most relevant export markets for this wine region.
The next work-phase developed an overall export strategy, delivered as a comprehensive export development plan: The CVRTejo International Market Growth Workbook.
After this Workbook had been endorsed by the region’s producer community, Wine Intelligence was retained to advise on implementation by:
• Supporting in-market development in each market
• Reviewing and reporting on export performance in each market against plan
• Planning, facilitating and reporting on export planning and review workshops three times a year
IMPACT
• Implementation of in-market support teams
• Exports to the 6 key markets: volume up by 24% in 2016
BUSINESS CHALLENGE
Working with Wine Intelligence, a leading European sparkling wine producer identified the US market as a potential expansion market for their range of sparkling wines (and adjacent product categories) from their current product portfolio. They wished to better understand entry routes, positioning concepts and identify potential partners/importers in the US market.
SOLUTION
This project was divided into four stages:
• Understand relevant consumer, brand and product landscape
• Shortlist top three entry routes/positioning concepts
• Detail shortlisted top three entry routes/positioning concepts
• Prepare business case for top three entry routes/positioning concepts and select preferred market entry strategy
IMPACT
The leading European sparkling wine producer in question is, at present, in the process of launching some initial products in the US market and plans to roll out further launches over the next 3 years
TESTIMONIAL
“Wine Intelligence has supported us in defining the major export opportunities for its products over the next 10 years. We have greatly appreciated the rigorous process and careful planning work in building our export strategy, but we have also benefited from the contacts and market knowledge that Willi, Richard and his team have brought to the project.”
Export Director
Leading European sparkling wine producer