SRJC Course Outlines

5/24/2024 8:43:06 AMWINE 101 Course Outline as of Fall 2004

Changed Course

Discipline and Nbr:  WINE 101Title:  WINE SALES AND DISTRIBTN  
Full Title:  Wine Sales and Distribution
Last Reviewed:12/12/2023

UnitsCourse Hours per Week Nbr of WeeksCourse Hours Total
Maximum1.50Lecture Scheduled3.008 max.Lecture Scheduled24.00
Minimum1.50Lab Scheduled08 min.Lab Scheduled0
 Contact DHR0 Contact DHR0
 Contact Total3.00 Contact Total24.00
 Non-contact DHR0 Non-contact DHR Total0

 Total Out of Class Hours:  48.00Total Student Learning Hours: 72.00 

Title 5 Category:  AA Degree Applicable
Grading:  Grade or P/NP
Repeatability:  00 - Two Repeats if Grade was D, F, NC, or NP
Also Listed As: 
Formerly:  AG 175

Catalog Description:
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This class examines the business of wine sales and distribution, reviewing the role of brokers and distributors. Topics will include the costs of distribution including margins, mark-ups, freight and taxes. Regional market variation is covered including the differences between retail and restaurant sales. This course covers import and export of wines.

Minimum Age 21 or older

Recommended Preparation:

Limits on Enrollment:
Must be 21 or older.

Schedule of Classes Information
Description: Untitled document
This class examines the business of wine sales and distribution, reviewing the role of brokers and distributors.  Topics include the costs of distribution including margins, marketing, freight and taxes.  Regional market variation across the nation is covered including the differences between retail and restaurant sales; also covers import/export of wines.
(Grade or P/NP)

Prerequisites:Minimum Age 21 or older
Limits on Enrollment:Must be 21 or older.
Transfer Credit:
Repeatability:00 - Two Repeats if Grade was D, F, NC, or NP


Associate Degree:Effective:Inactive:
CSU GE:Transfer Area Effective:Inactive:
IGETC:Transfer Area Effective:Inactive:
CSU Transfer:Effective:Inactive:
UC Transfer:Effective:Inactive:

Certificate/Major Applicable: Certificate Applicable Course


Outcomes and Objectives:
At the conclusion of this course, the student should be able to:
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The student will:
1.  Describe wine distribution methods in differing wine markets.
2.  Define the role of wine distribution and distribution trends and
   recognize and discuss the roles of wine brokers: managing
   distributor's sales versus direct selling to accounts.
3.  Calculate projected pricing in markets; wine costs, freight, taxes,
   broker commissions, distributors and retail mark-ups, and sales tax.
4.  Describe the cultural, regional end user and structural differences in
   the United States wine market.
5.  Define the difference of the retail wine market versus restaurant
   sales and describe the "push" versus allocation method of wine
6.  Describe successful methods of wine sales management, including
   classification of accounts, program preplanning, and management by
   objectives, sales incentives, and contests.
7.  Describe the import and export of wines.

Topics and Scope
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1.  Introduction to wine distribution in the United States
   a.  History and economic importance of the wine industry
   b.  The development of wine sales and distribution methods and
   c.  Social, economic, and regional trends in wine distribution
   d.  Regulatory effects on wine sales and distribution
2.  Wine distributors and brokers
   a.  The economic role of distributors and brokers
   b.  Trends in the use of distributors and brokers
   c.  Managing distributor sales versus direct account sales
3.  Wine marketing pricing - costs and profits
   a.  Product costs - including product and packaging
   b.  Distribution and shipping costs - including freight, warehousing,
       taxes, broker commissions and distributor mark-ups.
   c.  Retail/restaurant costs - including mark-up or margin and taxes
       applicable to account type
   d.  Projected final price to consumer - based on all the cost
       components in the distribution system
4.  Wine market differences in the United States
   a.  Trend to quality wine and type (domestic versus import) varies by
   b.  Regional and geographic variation in wine consumption
   c.  Social, economic, and cultural differences affecting wine sales
   d.  Distributing to open states versus control states
5.  Retail versus restaurant sales
   a.  Methods for classifying, targeting, selling and merchandising
       retail accounts
   b.  Methods of targeting, selling, and training and motivating
       restaurant accounts to sell wines
   c.  Appropriate methods of merchandising wine - inventory "push" sales
       approach versus the allocation method of marketing
6.  Successful wine sales management tools and techniques
   a.  Target account lists
   b.  Goal setting by territory
   c.  Sales motivational incentives
   d.  Wine sales contests and wine trips
7.  Import and export of wines
   a.  Methodology
   b.  Costs
   c.  Practices

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1. Students will read industry handouts.
2. Problem sets, mark-up, retail pricing.

Methods of Evaluation/Basis of Grade.
Writing: Assessment tools that demonstrate writing skill and/or require students to select, organize and explain ideas in writing.Writing
5 - 20%
Written homework
Problem solving: Assessment tools, other than exams, that demonstrate competence in computational or non-computational problem solving skills.Problem Solving
10 - 15%
Homework problems
Skill Demonstrations: All skill-based and physical demonstrations used for assessment purposes including skill performance exams.Skill Demonstrations
30 - 45%
Class performances
Exams: All forms of formal testing, other than skill performance exams.Exams
35 - 45%
Multiple choice, True/false, Completion
Other: Includes any assessment tools that do not logically fit into the above categories.Other Category
0 - 0%

Representative Textbooks and Materials:
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THE WINE BIBLE: by Karen MacNeil, Workman Publishing, 2000

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