SRJC Course Outlines

12/13/2019 2:18:07 PMWINE 101 Course Outline as of Fall 2017

Changed Course
CATALOG INFORMATION

Discipline and Nbr:  WINE 101Title:  WINE SALES  
Full Title:  Wine Sales
Last Reviewed:1/23/2017

UnitsCourse Hours per Week Nbr of WeeksCourse Hours Total
Maximum1.50Lecture Scheduled1.5017.5 max.Lecture Scheduled26.25
Minimum1.50Lab Scheduled06 min.Lab Scheduled0
 Contact DHR0 Contact DHR0
 Contact Total1.50 Contact Total26.25
 
 Non-contact DHR0 Non-contact DHR Total0

 Total Out of Class Hours:  52.50Total Student Learning Hours: 78.75 

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.

Prerequisites/Corequisites:


Recommended Preparation:
Course Completion of WINE 1 OR VIT 1; and WINE 3

Limits on Enrollment:

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 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.
(Grade or P/NP)

Prerequisites:
Recommended:Course Completion of WINE 1 OR VIT 1; and WINE 3
Limits on Enrollment:
Transfer Credit:
Repeatability:00 - Two Repeats if Grade was D, F, NC, or NP

ARTICULATION, MAJOR, and CERTIFICATION INFORMATION

Associate Degree:Effective:Inactive:
 Area:
 
CSU GE:Transfer Area Effective:Inactive:
 
IGETC:Transfer Area Effective:Inactive:
 
CSU Transfer:Effective:Inactive:
 
UC Transfer:Effective:Inactive:
 
C-ID:

Certificate/Major Applicable: Certificate Applicable Course



COURSE CONTENT

Student Learning Outcomes:
Upon completion of the course, students will be able to:
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1.  Describe the use of brokers and distributors with wine sales and distribution.
2.  Analyze the costs of distribution of wine products including margins, mark-ups, freight, and
    taxes.
3.  Describe wine sales management and import/export of wines.
 

Objectives: Untitled document
Upon completion of this course, students will be able to:
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 marketing.
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 techniques
    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 market
    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

Assignments:
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1. Reading industry handouts of 5 - 20 pages per week; written review
2. Problem sets, mark-up, retail pricing
3. Quizzes (2 - 3)
4. Sales presentations
4. Final exam

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 reviews
Problem solving: Assessment tools, other than exams, that demonstrate competence in computational or non-computational problem solving skills.Problem Solving
10 - 15%
Homework problems sets
Skill Demonstrations: All skill-based and physical demonstrations used for assessment purposes including skill performance exams.Skill Demonstrations
30 - 45%
Sales presentations
Exams: All forms of formal testing, other than skill performance exams.Exams
35 - 45%
Quizzes and final exam: multiple choice, true/false, completion
Other: Includes any assessment tools that do not logically fit into the above categories.Other Category
0 - 0%
None


Representative Textbooks and Materials:
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Wine Marketing and Sales: Success Strategies for a Saturated Market. 2nd ed. Wagner, Paul and Olsen, Janeen and Thach, Liz. Board and Bench Publishing. 2016
The Wine Bible. MacNeil, Karen. Workman Publishing. 2000 (classic)
Instructor prepared materials

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