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298,715
362,117
294,728
262,400
227,229
282,356
351,106 363,421
2006 2007 2008 2009 2010 2011 2012 2013
European Cellars
TOTAL CASES Jan-Dec 2013
298,715
362,117
294,728
262,400
227,229
282,356
351,106 363,421
2006 2007 2008 2009 2010 2011 2012 2013
European Cellars
TOTAL CASES Jan-Dec 2013
3% growth in revenue versus 2007
.03% growth in cases
DI Shipments 2013 Cases % Change
Robbie 2013 41,131 20.09% Cases
2012 34,251 32.12% Revenue
Lambertus 2013 25,596 23.06% Cases
2012 20,799 29.82% Revenue
John 2013 79,045 10.5% Cases
2012 71,533 14.47% Revenue
Mark 2013 67,768 7.82% Cases
2012 62,852 14% Revenue
Kristin 2013 46,440 -0.41% Cases
2012 46,631 8.67% Revenue
NY/NJ 2013 52,073 -1.23% Cases
2012 52,721 -2.34% Revenue
Alex 2013 52,080 -15.57% Cases
2012 61,683 -23.9% Revenue
European Cellars
7
Commission Ranking
European Cellars
8
Rank Producer Rank Producer
1 Evodia 11 Janasse
2 Lafage 12 Estezargue
3 Hazaña 13 Mas d’En Compte
4 Castaño 14 Chateau Pesquié
5 Burgans 15 Puech Haut
6 Herencia Altes 16 Gramona
7 Michel Gassier 17 Jean-François Merieau
8 Capçanes 18 Claude Riffault
9 Espelt 19 Droin
10 Artevino 20 Marcoux
2012 2013 % Growth Case Variance
Lafage 13,372 27,260 104% 13,888
Capcanes 10,477 15,472 48% 4,995
Novellum-‐Lafage 17,052 20,668 21% 3,616
St Roch -‐ Lafage 620 3,521 468% 2,901
Espelt 8,648 11,277 30% 2,629
Famille Brechet 530 2,192 314% 1,662
Artevino 7,788 9,247 19% 1,459
Roure 150 1,098 632% 948
Tikves 4,882 5,624 15% 742
Giraud 793 1,506 90% 713
Top Performance
European Cellars
9
2012 2013 % Growth Case Variance
Casenove 286 968 238% 682
Conreria d'Scala Dei 540 1,193 121% 653
Equipo Navazos 720 1,238 72% 518
Terroir al Limit 124 377 204% 253
Calendal 132 381 189% 249
Mas Doix 1,016 1,248 23% 232
Marcoux 1,132 1,304 15% 172
Sardonia 107 233 118% 126
Gramona 4,617 4,724 2% 107
Binigrau 400 481 20% 81
Top Performance
European Cellars
10
Sales Trendline – Cases
European Cellars
11
0
20,000
40,000
60,000
80,000
100,000
120,000
Q1 Q2 Q3 Q4
2012 2013
Monthly Sales Trendline – Cases
12
0
5000
10000
15000
20000
25000
30000
35000
40000
45000
January February March April May June July August September October November December
2012 2013
European Cellars
DISTRIBUTORS 2012 2013 % GROWTH CASE VARIANCE
TEXAS (RNDC TX vs Virtuoso & Pioneer) 5,094 11,739 130% 6,645
Freedom (A) 14,462 19,871 37% 5,409
Maverick (A) 21,658 26,443 22% 4,785
Youngs (C) 0 3,451 3,451
ARIZONA (Youngs vs Quench) 2,302 5,451 137% 3,149
Classic (B) 14,895 16,819 13% 1,924
LOUISIANA (Vino vs Purveyor) 2,411 4,137 72% 1,726
George's (D) 1,482 3,000 102% 1,518
River City (C) 0 1,489 1,489
FLORIDA (Stacole vs Country Vintner) 38,065 39,525 4% 1,460
M. S. Walker (A) 39,792 41,227 4% 1,435
L'ed Bank (B) 4,643 6,014 30% 1,371
Grassroots 0 1,268 1,268
Standard (D) 1,095 2,281 108% 1,186
IPO Wines (A) 22,291 23,399 5% 1,108
Top Distributor Performance – DI Shipments
JDHS DISTRIBUTION CHANGES IN 2013 ! Switched from Regal Wine Company to Young’s Market/Estates Group in California ! Opened new Colorado distribution with Classic Wines ! Switched Virginia/DC distribution to The Country Vintner. TCV now covers
Virginia, Washington DC, West Virginia, Maryland, Delaware, and Florida. ! Switched North Carolina distribution to Freedom Beverage ! Opened new Louisiana distribution with Vino Wholesale ! Opened new New Mexico distribution with Southern Wines & Spirits ! Opened new Nevada distribution with Southern Wines & Spirits ! Opened new Arizona distribution with Young’s Market ! Opened new Hawaii distribution with Flavors of Italy ! Opened new Missouri distribution with Major Brands ! Opened new Kentucky distribution with River City ! Renewed relationship with
! Bourget Wines in Minnesota ! L’eft Bank Wines in Wisconsin
JDHS goal vs budget 2013
2013 Case Goal 2013 Actual Cases Difference
23,000 21,415 -‐1,585
! Price per case was the higher in 2013 than it has ever been ! These figures only include the properties that were brought to EC from JDHS in January 2013 and do not include Giacchino or Champault.
2012 vs 2013 By territory/market
Western Region
Territory Market 2012 Cases 2013 Cases Difference
Alex Hawaii (Flavors) 0 36 36 Alex California (Direct) 504 390 -‐114 Alex California (Regal) 1866 330 -‐1536 Alex California (Young's) 0 3398 3398 Alex New Mexico (SWS) 0 49 49 Alex Nevada (SWS) 0 153 153 Alex Arizona (Young's) 0 197 197
2370 4553 2183
2012 vs 2013 By territory/market
Central/Eric Lambertus
Territory Market 2012 Cases 2013 Cases Difference
Eric Vino Wholesale (LA) 0 495 495 Eric Classic (CO) 0 342 342
0 837 837
2012 vs 2013 By territory/market
House
Territory Market 2012 Cases 2013 Cases Difference
House IPO/NY & NJ 3388 2228 -‐1160
2012 vs 2013 By territory/market
Southeast
Territory Market 2012 Cases 2013 Cases Difference
John/JW Tennessee (BB) 149 311 162 John/AO SC & AL (Grassroots) 1700 1249 -‐451 John/AO NC (Juice) 429 0 -‐429 John/AO NC (Freedom) 0 1428 1428 John/AO Georgia (Quality) 2621 1409 -‐1212 John/AO East Coast (TCV) 573 1153 580
5472 5550 78
2012 vs 2013 By territory/market
New England
Territory Market 2012 Cases 2013 Cases Difference
Kristen New England (MSW) 4086 5183 1097 Kristen CT (Mid-‐State) 56 196 140
4142 5379 1237
2012 vs 2013 By territory/market
Mid-West
Territory Market 2012 Cases 2013 Cases Difference
Mark Michigan (Arbor) 21 0 -‐21 Mark Minnesota (Bourget) 168 69 -‐99 Mark Illinois (Cream) 695 779 84 Mark Missouri (Major) 0 43 43 Mark Wisconsin (LB) 0 346 346 Mark Kentucky (River) 0 77 77
884 1314 430
2012 vs 2013 By territory/market
Robbie
Territory Market 2012 Cases 2013 Cases Difference
Robbie WA & OR (C&G) 901 0 -‐901 Robbie Texas (RNDC) 1080 1470 390
1981 1470 -‐511
2012 vs 2013 By producer
Michel Delhommeau, Muscadet
2012 Cases 2013 Cases Difference
1,868 1,751 -‐117
! 2013 Saint Vincent and Harmonie release the first week of March ! This producer has PLENTY of wine.
2012 vs 2013 By producer
Domaine de la Fruitière, Muscadet
2012 Cases 2013 Cases Difference
1,302 2,384 1,082
! Remember that “Petit M” will now be “Clos du Bel Abord” with new package and new wine style. ! This new Muscadet will release the first week of March. ! Chardonnay and Vignes Blanches 2013 are RELEASED NOW! ! This producer has plenty of wine!
2012 vs 2013 By producer
Damien Laureau, Savennières
2012 Cases 2013 Cases Difference
73 212 139
! We will be on 2011’s for the next couple of months ! New wine: Savennières “Les Petits Gorgées” 2012 which is much less expensive than “Les Genets” is now released.
2012 vs 2013 By producer
Louis de Grenelle, Saumur
2012 Cases 2013 Cases Difference
1075 1479 404
! This brand is gaining momentum and the property has a lot of wine to sell. ! Slight package change for all wines.
2012 vs 2013 By producer
Domaine des Roches Neuves, Saumur
2012 Cases 2013 Cases Difference
104 70 -‐34
! Very high priority for the first quarter of 2014. ! All wines are released.
2012 vs 2013 By producer
Frédéric Mabileau, St. Nicolas de Bourgeuil
2012 Cases 2013 Cases Difference
112 152 40
2012 vs 2013 By producer
Domaine de la Noblaie, Chinon
2012 Cases 2013 Cases Difference
540 1023 483
! Please push the rosé as a top JDHS rosé priority
2012 vs 2013 By producer
Domaine Saint Nicolas, Fièfs Vendéens
2012 Cases 2013 Cases Difference
350 257 483
! The property made more “Les Clous” this year. It will release in mid February
2012 vs 2013 By producer
Domaine du Viking, Vouvray
2012 Cases 2013 Cases Difference
302 724 422
! Virtually all of the 2012 Viking is sold. ! We’ll be kicking off a new Vouvray property to supplement Viking very shortly.
2012 vs 2013 By producer
La Craie Vouvray
2012 Cases 2013 Cases Difference
1063 938 -‐125
! Currently on 2012 vintage.
2012 vs 2013 By producer
Jean-Francois Merieau, Touraine
2012 Cases 2013 Cases Difference
3669 3460 -‐209
! Tough situation with Hexagonales running out halfway through the year. ! We’ll be moving to a new Sauvignon to replace Hex very shortly. ! “L’Arpent des Vaudon” 2013 will release in early March.
2012 vs 2013 By producer
Domaine des Huards, Cour-Cheverny
2012 Cases 2013 Cases Difference
341 440 99
! We’re doing a slightly better job moving “Romo” which the property is happy with. ! We’ll have a small allocation of Cheverny Blanc 2013 this year.
2012 vs 2013 By producer
Claude Riffault, Sancerre
2012 Cases 2013 Cases Difference
2034 2068 34
! Small amount of 2012 vintage still at Bilbao ! 2013 Boucauds and Chasseignes will release in March ! Chailloux and Denisottes will release in May ! Rosé 2013 is gorgeous and will release in February
2012 vs 2013 By producer
Domaine Vacheron, Sancerre
2012 Cases 2013 Cases Difference
1082 1184 102
! 2013 Sancerre Blanc will release at the end of this month ! 2012 Les Romains, Guignes Chevres, Chambrates, and Paradis will release in March
2012 vs 2013 By producer
Champagne Francoise Bedel
2012 Cases 2013 Cases Difference
271 263 -‐8
! One of the hottest grower Champagnes on the market. ! New package for all wines in spring 2013. ! Let’s get this going!!!
2012 vs 2013 By producer
Champagne Dosnon & Lepage
2012 Cases 2013 Cases Difference
619 536 -‐83
! Seems to be doing ok as a brand but we’re not growing it. ! All wines are available.
2012 vs 2013 By producer
Chateau Vincens, Cahors
2012 Cases 2013 Cases Difference
112 334 222
! Tremendous potential here. The property has a lot of wine and is very responsive. ! Strong press from Wine Enthusiast.
2012 Sales 2013 Sales 2013 vs 2012
2013 Goals % of 2013 Goal
Clos St Jean 1564 794 -770 1326 60%
Famille Brechet 530 2192 1662 2774 79%
Giraud 793 1506 713 1748 86%
Janasse 7034 6372 -662 7462 85%
Marcoux 1132 1304 172 1338 97%
Roger Sabon 1532 1021 -511 1838 56%
TOTAL 12585 13189 604 16486 80%
49
European Cellars
Chateauneuf-du-Pape
50
European Cellars
REVIEW
" 2012 Vintage Update • High quality • Slightly more concentrated than 2011 • Yield 20% less than 2011 – our allocations have remained steady • The wines have been reviewed by Jeb Dunnuck • Price increases on all but some Sabon and Famille Brechet
" 2013 Vintage Update
• Very difficult • Old vine Grenache suffered the most with a reduction in yields • Declassification across the board to keep quality high • More time to sell the 2012 vintage
51
European Cellars
REVIEW
" Clos Saint Jean • We need more points of distribution, reorder and further sales:
• 120 cases of VV and 50 cases of Blanc • Sell 14 VV with 7 Blanc • Target: Glazer’s, L’eft Bank, NWS, River City, Standard,
RNDC Texas, YMCO AZ
" Roger Sabon • We need to deal on Renaissance utilizing 2010 Secret – 3 : 1 • We need more distribution on remaining balances
• Target: A&B, Classic, L’eft Bank, Maverick, NWS, Quality, RNDC Indiana, Vino, YMCO AZ
52
European Cellars
REVIEW
" Chateau Vaudieu & Famille Brechet • 2012 quality is beyond exceptional • US market represents 12% of their production • Large 70ha estate • 1st French property to import 80hl Bio-D tronconic eggs from Italy • As we grow volume, price will stay constant • Essential brand – Q1 incentive – Prepaid producer • We can get more 2012 Lirac Blanc upon request • Need to drive Rosé commitments in January – lighter color, package
change • Need more distribution
• Target: Freedom, L’eft Bank, NWS, Paustis, Quality, RNDC Indiana, Vino, Winebow, YMCO AZ
53
European Cellars
REVIEW
" Marcoux • Lots of wines still to sell
• 173cases of Rouge and 39 cases of Blanc • Need more distribution on remaining balances
• Target: A&B, Glazer’s, L’eft Bank, NWS, Quality, River City, RNDC Indiana, Winebow, YMCO AZ
• 2011 V.V. – we have 30 wooden cases and 1 magnum (132€) • Cherry pick older vintages in DB
" Giraud
• We need increased distribution on Premices • 2011 Tradition – 54 cases remaining
Rhone 2012 Sales 2013 Sales 2013 vs 2012
2013 Goals % of 2013 Goal
Calendal 132 381 249 601 63%
Clos Chanteduc 700 407 -293 700 58%
Collière 1139 808 -331 1608 50%
Estezargues 8713 7427 -1286 13245 56%
Garrigue 3410 3057 -353 4618 66%
Michel Gassier 17878 13600 -4278 25,060 54%
Juvenal 2 70 68 1000 7%
Mas des Volques 317 128 -189 411 31%
Pesquie – Paradou 0 4059 4059 5000 81%
Pesquie 11948 8992 -2956 12,184 74%
Roche 1733 557 --1176 1325 42%
St Jean du Barroux 202 593 391 695 85%
Vindemio 1115 21 -1094 1954 1%
TOTAL 47289 40100 -7189 68401 59%
55
European Cellars
2012 Sales 2013 Sales 2013 vs 2012
2013 Goals % of 2013 Goal
Casenove 286 968 682 5214 19%
Lafage 13372 27260 13888 19702 138%
L’Hortus 2364 1293 -1071 2267 57%
Novellum 17052 20668 3616 16000 129%
Peira 345 249 -96 504 49%
Puech Haut 7481 5973 -1508 9364 64%
St Roch 620 3521 2901 1680 210%
Troullier 31 0 -31 349 0%
TOTAL 41551 59932 18381 55080 109%
57
European Cellars
Southern France
58
European Cellars
La Peira
" La Peira Market Plan " Existing distribution:
" NY/NJ, MA, NC, FL, VA, MD, CA, WA, CO
" Targeted new distribution: " GA, IL & LA
" These 12 markets will receive an allocation for La Peira in 2014:
" Allocation will include each of the 4 wines we represent – La Peira, Las Flors, Deusyls & Les Obrieres
" Eric Solomon will be visiting each of these markets to present these wines to the trade, conduct seminars and high profile consumer events
2012 Sales 2013 Sales 2013 vs 2012
2013 Goals % of 2013 Goal
Bovard 0 59 59 126 47%
Droin 3528 3095 -433 3319 93%
Tikves 4882 5624 742 6804 83%
Tirecul 253 253 0 272 93%
TOTAL 8663 9098 435 10545 86%
59
European Cellars
Chablis, Switzerland, Macedonia, Monbazillac
2012 Sales 2013 Sales 2013 vs 2012
2013 Goals % of 2013 Goal
Burgans 31242 27552 -3690 31,240 88%
Pazo de Senorans 2724 1142 -1582 3472 33%
Pena das Donas 244 245 1 665 37%
Rafael Palacios 2795 2723 -72 4,800 57%
Sameiras 80 49 -31 112 44%
Sanclodio 164 203 39 560 36%
TOTAL 37249 31914 -5335 40,849 78%
61
European Cellars
Green Spain
62
European Cellars
REVIEW
" Pazo de Senorans • 2013 Pazo in Bilbao and ready to ship
" Pena das Donas, Sameiras & Sanclodio
• Sitting on inventory that needs to ship
" Rafael Palacios • 205 cases of 2012 Sabrego remain, 2013 released in February • 2013 Louro available at the end of March • 2011 Sorte O Soro available now, ready to ship
" Suertes del Marques (for lack of another place to put it…)
• 7 Fuentes, El Esquilón & La Solana available in Bilbao • Available in March: El Ciruelo, Los Pasitos & Vidonia
2012 Sales 2013 Sales 2013 vs 2012
2013 Goals % of 2013 Goal
Binigrau 369 361 -8 448 78%
Cal Raspallet 25 8 -17 56 14%
Can Rafols 0 139 139 - -
Capçanes 10477 15472 4995 15796 98%
Castell d’Encus 0 122 122 280 44%
Espelt 8648 11277 2629 11032 102%
Gramona 4617 4724 107 3908 121%
Herencia Altes 21339 16465 4874 20,040 82%
TOTAL 45475 48568 3093 51431 94.4%
64
European Cellars
Catalunya
65
European Cellars
REVIEW
" Binigrau • 2013 Nounat released in March
" Can Rafols
• We are behind and must focus on this producer • Mas Oller Mar and Terraprima white must be gone this month
" Capçanes
• Mas Donis Rosé will be in Bilbao early February • 2012 Mas Donis Red is on hold per Eric Solomon
" Cara Nord
• Wines ready in Bilbao • New released will be available in March/April
66
European Cellars
REVIEW
" Celler d’Encus • We are way behind and new released are imminent
" Gramona
• 2013 Gessami available at Bilbao, ready to ship • Enoteca released in February
" Espelt
• 2013 Vailet and Corali in Bilbao, ready to ship
" Herencia Altes • 2013 Garnatxa Blanca released in February • 2013 Garnatxa Negre released in March
2012 Sales 2013 Sales 2013 vs 2012
2013 Goals % of 2013 Goal
Celler Cecilio 0 1704 1704 1,000 170%
Clos Erasmus 728 505 -223 906 56%
Closa Batllet 1120 603 -517 722 84%
Conreria d’Scala Dei 540 1193 653 1960 61%
Mas Alta 2503 2352 -151 3154 75%
Mas d’En Compte 4233 3613 -620 5,804 62%
Mas Doix 1016 1248 232 1844 68%
Nit de Nin 440 131 -309 520 25%
Terroir al Limit 124 377 253 220 171%
TOTAL 10704 11726 1022 16130 73%
68
European Cellars
Priorat
69
European Cellars
REVIEW
" Conreria d’Scala Dei • 2012 Brugueres in Bilbao, ready to ship • 2010 Black Slate Escaladei in Bilbao, ready to ship • 2012 Black Slate Morera Blanc released at the end of February
" Mas Alta
• 2012 Black Slate Vilella Alta released in February
" Mas Doix • 168 cases of Les Crestes unsold • 2009 VV remains without sales, there are 440 cases to sell!
2012 Sales 2013 Sales 2013 vs 2012
2013 Goals % of 2013 Goal
Evodia 75709 66226 -9483 65,000 102%
Calandria 400 463 63 839 55%
Comando G 60 69 9 154 45%
Equipo Navazos 720 1238 518 1270 97%
Jimenez-Landi 734 286 -448 1064 27%
Menade 3714 1012 -2702 5112 20%
Vila Viniteca 1136 966 -170 2184 44%
TOTAL 82473 70260 -12213 75,623 93%
71
European Cellars
Central Spain
72
European Cellars
REVIEW
" Comando G / Daniel Jimenez • Wines are prepaid and sitting in Bilbao – we must start selling them
" Equipo Navazos
• #42, #44, #45 & #46 are in Bilbao, ready to ship • #47 & #48 will be released in March
" Menade
• 2013 Verdejo Organic & Creta Verdejo Organic released in February
" Vila Viniteca • We are sitting on the following back vintages:
• 150 cases 2011 Niepoort-Navazos • 6 cases 2010 La Mujer Cañon • 162 cases 2011 El Hombre Bala • 308 cases El Perro Verde
2012 Sales 2013 Sales 2013 vs 2012
2013 Goals % of 2013 Goal
Casa Castillo 3808 3006 -802 8064 37%
Castano 28620 16956 -11664 23452 72%
Roure 150 1098 948 1512 73%
Sierra Salinas 4202 3175 -1027 4112 77%
Valsangiacomo 0 1120 1120 - -
TOTAL 36780 25355 -11425 37140 68.3%
74
European Cellars
Murcia & Valencia
75
European Cellars
REVIEW
" Casa Castillo • Must sell remaining 2011 Monastrell by the end of January (390 cases)
" Castaño
• 2013 Macabeo/Chardonnay and Rosado available end of January
" Celler del Roure • 2012 Cullerot and 2011 Parotet released in February
" Valsangiacomo
• 2012 Bobal de Sanjuan in Bilbao, ready to ship
2012 Sales 2013 Sales 2013 vs 2012
2013 Goals % of 2013 Goal
Aalto 2190 1643 -547 3224 51%
Artevino 14817 17515 2698 20104 87%
Benjamin Romeo 1396 1097 -299 3,369 33%
Creta 4578 2270 -2308 5000 45%
Hazana Rioja 0 14912 14912 - -
Monasterio 995 1042 47 1,064 98%
Sardonia 107 233 126 168 139%
TOTAL 24083 38712 14629 32929 118%
77
European Cellars
Rioja & Ribera del Duero
2012 Sales 2013 Sales 2013 vs 2012
2013 Goals % of 2013 Goal
Villacreces 4053 4493 440 5488 82%
Izadi 2741 3625 884 3416 106%
Vetus 757 783 26 1456 54%
Orben 236 248 12 420 59%
ARTEVINO 14817 17515 2698 20104 87%
78
European Cellars
Artevino
79
European Cellars
REVIEW
" Aalto • We start our commitment for sales of 280 cases per month in 2014
" Benjamin Romeo
• Must sell current inventory of whites • Focus on Predicador
" Hazaña
• 2400 cases of 2011 remain, we will ship 2012 when it is gone.
" Hacienda Monasterio • 2010 in Bilbao, ready to ship
" Quinta Sardonia
• Must sell current inventory, we are behind
European Cellars
81
2014 National Portfolio Tasting
Location – Charlotte, NC • 1 day France ( JDHS & ESS) • 1 day Spain
• Guided tasting, seminars • March 17th – 18th • Duke Mansion
• Portfolio managers and trade will be invited
European Cellars
82
2014 National Portfolio Tasting
Invitation process • The invitation list has been finalized • Eric Lambertus will be handling the details
• Each distributor will be contacted by phone • Details • Cost sharing
• Invitations to the trade • This will begin on Friday, January 10th