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Provide the marketplace with imported wines and spirits that represent quality and value in partnership with our brand owners, distributors and key customers.
We are dedicated to Authentic Wine Excellence Remarkable Marketing Partnerships – We Are Easy to Do Business With
OUR PROMISE
PERSONAL TOUCHAs a company, our people personally reach out to all our customers, partners & wineries for a personal point of contact to ensure the highest level of
customer satisfaction.
FLEXIBILITYNo one at Palm Bay is afraid to roll up their sleeves and take on whatever task or responsibility needed to get the job done.
WORK ETHICOwnership, Senior Management and all divisions of our company, PBI’s work ethic stands alone. Our
industry and company is a lifestyle.
ENTREPRENEURIAL SPIRITPalm Bay was started 33 years ago by David Taub and
is currently owned and run by David & his son Marc Taub. Their vision of entrepreneurism is
embraced by every member of the Palm Bay Team.
CORE VALUES
Palm Bay International is a third generation, family owned dynamic, fast-growing, importer, firmly established in the wine and spirits industry since 1978.
Identified as “..one of the country’s most successful import operations.” in a feature article in Wine Spectator, Aug. 31, 2010
Palm Bay markets the Cavit Collection: America’s #1 Pinot Grigio and #1 Italian brand America’s #1 imported Pinot Noir
Santa Rita America’s fastest growing Chilean brand
Palm Bay International’s national sales distribution network (over 200 Distributors) covers all 50 states in the US, Caribbean and Mexico.
Company Overview
Nielsen 52 wks ending 1-13-11 Food Drug Liquor
Corporate Accounts Division
2010 Corporate Accounts Retail Chain Overview
Total C.A. Chain Retail• Total Case Volume: 1.4 million• + 140,000 ttl cases• +11% in ttl volume• 28% share of PBI Sales
2010 Highlights• Cavit: #1 Pinot Grigio & Italian Brand (+8%)
Impact Magazine “Blue Chip Brand” (9x)• S.Rita: #1 Premium & 750 ml Chilean Brand
Impact Magazine “Hot Brand” (1st time)• Lunetta: #1 Prosecco (in 1st full year)• Skinnygirl Launch: 2,700 POD, 25,000 cs (90 days)
Page 12
Chain Retail – “Sweet 16”
MD/DC/DE
+10%
+10%
+18%
+4%
+7%
+11%
+58%
+13%
+20% +11%
+14%
+52%
+10%+19%
+9%
+3%
Chain RetailKey Accounts Assignments
Gerard Carey (Northeast/Mid-Atlantic)• BJs, Hannaford, Sweetbay, Meijer, Total Wine & More, Costco NEJeff Spencer (Southeast/MidWest)• Kroger, Harris Teeter, Food Lion, Bloom, Costco SE Greg Kehr (West Coast)• Safeway, BevMo, Trader Joe’s, Cost Plus World Mkt, Costco West, Raley’s Rodney Bentley (Bentonville, Drug)• Wal-Mart, Sam’s, Walgreen’s, CVS, Rite AidJennifer McKeough (Southwest/Midwest)• HEB, Target, SuperValu, Rouse’s, Costco SW, 7-11Andee Webster (Military/Strategic Accounts)• AAFES, NEXCOM, Winestyles, Transportation, Duty Free, Resorts
2010 Corporate Accounts On-Premise Chain Overview
Total C.A. On-Premise• Total Case Volume: 140,000
(does not include Darden concepts)
• + 15,000 ttl cases• +12% in ttl volume• 3% share of PBI Sales• Over 7,000 “Mandatory”
BTG Placements
PF Chang’s, Maggiano’s, Logan’s Roadhouse, Benihana Group, Fleming’s, Kona Grill, Johnny Carino’s, Village Tavern
New “Core” Partners
Aperol: Recent signature cocktail mandates at Morton’s, Maggiano’s, Macaroni Grill, Roy’s, Sullivan’s, Del Frisco’s, Il Fornaio & RA Sushi equaling over 450 POD
National Accounts On-PremiseKey Accounts Assignments
Karen Fleck (East Coast / Midwest)• Carrabba’s, Applebee’s, Outback, Bonefish, Morton’s, Ruth’s Chris, Buca
di Beppo, Oceanaire, Hyatt, Hilton, Marriott, Starwood
Rob Garafalo (West Coast / Southwest)• PF Chang’s, California Pizza Kitchen, Maggiano’s, Kona Grill, Landry’s,
TGIFriday’s, Fleming’s, Champps, Centerplate, Kimpton, ClubCorp, Omni
Dennis Robinson (Transportation)• All Major Airlines, Cruiselines & Duty Free retailers
Our Portfolio PBI Corporate Campaign
Communicates the “Awe of Authenticity”
Palm Bay seeks out wines with a distinct point of view shaped by
origin, terroir and winemaker.
Our portfolio consists of 78+ brands from 11 different
countries.
AneriAnselmiBelguardo, TenutaBertaniBottega VinaiaCastello di FonterutoliCavitCinzano SparklingCitraCol d’OrciaConte BrandoliniEnrico SerafinoFerrariFeudi di San GregorioLohsaLunetta
MandraRossaMondoro SpumanteNiroOgnissolePlanetaPolizianoPrincipatoRocca delle MacìeSella & MoscaStraccaliTenuta Santa MariaTerre da VinoTeruzzi & PuthodTravagliniVerrazzanoZisola
Italian Portfolio
Arrogant Frog Champagne Gosset Jean-Luc Colombo Laboure-Roi Marquis de la Tour Mas de la Dame Petit Bistro Remy Pannier
French Portfolio
MoselS.A. Prum
PfalzBlue Fish
RheingauSchloss Reinhartshausen
Weinviertel, AustriaPfaffl
German and Austrian Portfolio
SpainBodegas Campillo
Condesa de LeganzaFaustino
Gran ClosPortia
Serra da Estrela
PortugalJ.M. Fonseca – Domini
LancersPeriquita
Twin Vines
Latin Portfolio
ArgentinaCalliaKillka
PortilloSalentein
ChileErasmo
MontGras & AffiliatesNativa
Santa Rita
Latin Portfolio
IsraelRecanati
New World PortfolioNew ZealandGrove Mill
901 TequilaAlexander GrappaAperolBauchant LiqueurBoissiere VermouthBottega Wines & LiqueursBoulard CalvadosCinzano VermouthFrapin CognacLos AmantesVoli Vodka
Spirits
Chateau GreysacChateau de la ChaizeChateau de MontfortChateau de L’OiselinereChateau LamargueDomaine Antonin GuyonDomaine BertagnaDomaine Coffinet-DuvernayDomaine Colin-DelegerDomaine Michel Briday Domaines Paul MasDomaine des SaumadesDomaine Michel Lynch
Esprit du Vin
Distribution
Marketing Team consists of 14 professionals including:
Brand ManagementSales PromotionEventsOnline Project Manager Public Relations (three-person in-house team)
Marketing
PBI marketing encompasses advertising, promotions, public relations, packaging, research, social media and website
Successful development of image building campaigns
- Television - Magazines- Online - Newspaper- Radio - Outdoor Media
Create full range of on- and off-premise POS Extensive press coverage in wine and lifestyle publications,
newspapers and culinary magazines
Development of dynamic packaging, both upgrades and new concepts
Comprehensive website
Marketing
NY Food & Wine Festival 2010
Events
SOBE – Miami, FL 2010Events
Cavit Named Blue Chip Brand in
2010, 2009, 2008, 2007, 2006, 2005Chosen among only eight imported and
domestic brands!
10 consecutive years of volume growth 500,000 nine-liter cases in volume $25 million gross profits
NEW TV Campaign!
AdvertisingCurrent Print Campaign
A full range of print ads advertised throughout the year in leading wine and culinary publications!
Print Advertising
Extensive range of marketing collateral to support restaurant and retail programs
On-premise promotional programs tailored to prestige and mid-range accounts and product category
National and regional retail programs including consumer offers, sales incentives, displays and POS to merchandise every part of the account
Management of outside promotional agencies and freelance graphic designers
Sales Promotion
January-April 2011
A cornerstone industry program.• 2011’s 6th Annual• Category leading, long-term partners• Multi-media coverage via:
• Print advertising• Radio advertising tags• In-store promotion and Online• Email blasts
9,000+ Entries1,000 + recipes submitted
4th annual aired on NBC Weekend Today, Early Morning Show
July 28th, 2009 - 8:30 a.m.
Cavit Gourmet Pizza Classic
September-December
$3 donation per case based on cases of Santa Rita sold from displays (Sep – Dec. 2010)
Drive consumers to dedicated website SantaRitaCares.com to make a donation to CPFS
Palm Bay’s monthly eNewsletter and website Palm Bay has donated over $250,000 to date
PBI’s Mission:Provide one million cell phone minutes to the troops
this holiday season
2010 HOT Brand Award Winner!
M. Shanken CommunicationsImpact and Market Watch
• “We Define Greatness as Sustained Growth Financially and Through Personal Growth”…Clarence Otis, CEO Darden
• $7b Revenue FY10 +5%/ $7.5b* FY11• $637m Operating Profit FY10• Fortune 400 to Fortune 100• Major New Initiatives:
– LEED Certification & Environment Protocol– Employee Retention “Creating A Place Where
Dreams Come True”– Mature, More Competitive Casual Dining Market
• Operational Efficiency• Taking Market Share• Elevating Innovaton
Darden Business Overview
• FY11 New Restaurants Planned– Olive Garden – 30-35– Red Lobster – 3-5– Longhorn – 20-25– Capital Grille – 4– Bahama Breeze – 1– Season’s 52 – 6– TOTAL = 75
• Newly Created CMO Position – John Caron– Employee Health & Wellness Initiative– GM Leadership Development Initiative
Darden Business Overview
• “Together has Power,” Dave Pickens, President
• $3.3b revenue FY10• 2007: 584 units 2010:
723 units• Accelerated REVITALIA
Renovation – 2014• 1st Overseas restaurants planned –
Mexico City & Kuwait• Community Engagement Iniative
– Brands that stand for Kindness & Caring will always matter
Olive Garden Overview
THE PBI IMPACT
SANTA RITA FASTEST Growing Chilean Brand –
Driving the CATEGORY 2010 HOT BRAND Award Winner #1 Chilean brand OnPremise Growth in 4 years: 265K to 428K+
and distribution increase of over 300+%
APEROL FASTEST growing Liqueur/Cordial
brand in the US Accts sold on-premise 2009: 2500+,
Accts sold on-premise 2010: 5000+
SKINNY GIRL FASTEST growing RTD in the US
with sales in 12 month period tracking to sell 175,000 cases
FROM less then 2000+ cases to 150,000+ cases in less then 9 months (only 15 markets with product over the first 6 months – SOLD OUT)
LUNETTA FASTEST growing PROSECCO in the
US LUNETTA is the #1 PROSECCO in
AMERICA at FDL On-Premise depletions just under
40% of total volume and GROWING
High Profile Relationships
Developed “Salute to Hispanic Heritage Month” program with Food Network celebrity chef Aaron Sanchez Produced neckers with Aaron’s guarded recipes In-store cooking demonstrations
High level supporter of MBF, The Mario Batali Foundation Scheduled appearances on behalf of Aperol
Marketing Partnerships
Three-person team
-Director of PR (Diploma – WSET) with extensive industry experience and contacts-PR Manager -PR Coordinator
Press sampling programs (national & local) & participation in key competitions
Relationships with influential press result in excellent, in-depth reviews/editorial
500+ journalist contacts across a range of media: wine/consumer/lifestyle magazines, newspapers, trade publications, online publications, blogs, radio, tv
National press tours bring together winemakers/winery owners with key journalists
Active participation in consumer & trade tastings and high profile events
Daily tracking of media hits through CisionPoint media management and Google Alerts
Public RelationsIN-HOUSE PUBLIC RELATIONS DEPARTMENT
Publication & Circulation
Bon Appétit 1,341,816
Consumer Reports 4,000,000
Cooking Light 1,773,429
Cosmopolitan 3,001,894
Elite Traveler 114,655
Esquire Online 160,312
Every Day with Rachael Ray 1,786,605
Food & Wine Magazine 954,615
Forbes Online 860,000
Good Housekeeping 4,652,904
GQ Magazine 864,005
Health 1,385,997
Ladies Home Journal Online 3,858,773
Men's Health 1,866,231
People Magazine 3,615,858
Real Simple 2,014,428
Travel & Leisure 957,987
Woman's Day 3,966,414
And more…
Coverage in High Circulation Consumer Publications
Public Relations
ACTIVITIES
Wine Spectator Grand Tour Tasting
Graduate Business School Tasting program
Palm Bay International’s National Winemaker Tour
Gambero Rosso “Tre Bicchieri” tasting
Selected Trade Commission events/tastings (Italian Trade Commission, Wines of Chile, Wines of Argentina, etc.)
Consumer wine shows including Boston Wine Expo, Food & Wine Classic at Aspen, NY Food & Wine Festival, SOBE
High Profile Consumer Events: Golden Globe Awards, Fashion Week
Marketing /Public Relations
Invested more than $3.5 million over the past 3 years in IT
Infrastructure Windows 2003 Server Cisco Network VPN Connections Virus scan all desktops & emails Barracuda Spam block Data center on full battery &
back-up generator
ERP/Financial Systems Elite Order to Cash
system/financial Stored on IBM AIX server
Oracle log data warehouse
Business Intelligence Cognos Reportnet
Provides real-time order status Cognos Powerplay
Monthly depletion reports (BDN)
Cognos Enterprise Planning (in process)
Budget control & Forecasting TD Linx
Information Technology
Social Media
Facebook.com/palmbayinternational
Facebook.com/aperolusa
Facebook.com/santaritawines
Facebook.com/cavitwines
Active promotion of Palm Bay International’s brands to global audience: Product locator Product search Up-to-date press reviews High resolution images:
bottles, labels, logos & more Audio library, pronunciation
guide Technical sheets Interactive maps Eco-friendly selections Events calendar Recipes Direct access to
downloadable point of sale, shelftalker generator
Palm Bay International’s Website
Website
Monthly email newsletter to 15,000+ recipients (have you signed up?)
Website Monthly e-Newsletter
• Consumers• Trade• Press
ChocoVine 2010 Depletions and 2011 Goals
State 2010 Depl 2011 ChocoVine Goal % increase Current Distributor PBI Distributor
IA 6,187 9,200 49% Johnson Bros Glazers
IL 15,636 27,000 73% SWS SWS
IN 7,417 10,500 42% RNDC Glazers
KS 1,751 3,500 100% Glazers Standard Beverage
KY 1,526 4,000 162% RNDC SWS
MI 19,513 27,000 38% Vintage / NWS NWS
MN 10,810 14,500 34% Johnson Bros Paustis & Sons
MO 11,986 15,500 29% Missouri Beverage Glazers
ND 1,911 2,400 26% Phillips RNDC
NE 3,874 7,500 94% RNDC RNDC
OH 13,784 24,000 74% Buckeye/Heidelberg Glazers
SD 3,129 4,500 44% JB/Cask&Cork RNDC
WI 18,361 24,500 33% M Shiraz/Badger Badger / Frank Liquor
Central Division 115,885 174,100 50%
NJ 8,884 34,000 283% Allied Fedway
NY 13,258 65,000 390% SWS SWS
CT 6,760 14,500 114% Ace World Wide
Liberty Division 28,902 113,500 293%
MA 8,968 31,000 246% Horizon Ruby/Mart/MSWalker
ME 1,077 4,000 271% Wicked Wines Pine
NH 1,403 2,400 71% Horizon Mart/MSWalker
RI 2,015 4,000 99% Horizon Mart
VT 1,619 3,000 85% Farrell/Granite City Farrell/Granite City
ChocoVine 2010 Depletions and 2011 Goals
State 2010 Depl 2011 Goal % increase Current Distributor PBI Distributor
Northeast Division 15,082 44,400 194%
AK 784 2,400 206% Moon Glazers
ID 449 2,000 345% Idaho Dist. Idaho Dist
MT 477 2,000 319% Summit Summit
OR 2,908 12,000 313% Odom/SWS Odom/SWS
UT 603 1,200 99% Admiral NWS (SWS)
WA 13,031 22,000 69% Odom/SWS Odom/SWS
WY 700 1,000 43% Admiral SWS
Northwest Division 18,952 42,600 125%
PA/CAR Division PA/CAR 4,448 21,000 372% SWS Capital/Wine Merchants
DC 263 4,000 1421% RNDC RNDC
DE 1,499 4,000 167% SWS SWS
MD 4,931 11,000 123% RNDC RNDC
NC 15,502 21,000 35% Mutual Mutual
VA 8,008 20,000 150% Robbins Cellars/RNDC Robins Cellars/RNDC
WV 1,385 2,000 44% NCD NCD
AL 2,991 4,000 34% United ALCWY
FL 55,388 120,000 117% RNDC RNDC
GA 9,677 16,800 74% Quality/RNDC RNDC (Gcrown)
SC 10,048 14,000 39% RNDC RNDC
TN 2,504 9,000 259% Athens / B&T Athens / B&T
MS 750 2,400 220% RNDC SWS
ChocoVine 2010 Depletions and 2011 Goals
State 2010 Depl 2011 Goal % increase Current Distributor PBI Distributor
Southeast Division 112,946 228,200 102%
AR 1,600 2,400 50% Moon Glazers
CO 3,202 10,000 212% RNDC RNDC
LA 5,499 8,000 45% RNDC RNDC
NM 550 4,000 627% SWS SWS
OK 3,115 7,000 125% RNDC Dynamic
TX 23,558 75,000 218% RNDC RNDC
Southwest Division 37,524 106,400 184%
AZ 6,161 21,000 241% RNDC RNDC
CA 8,844 75,000 748% SWS SWS
HI 686 2,400 250% SWS SWS
NV 1,948 11,000 465% SWS SWS
Western Division 17,639 109,400 520%
TOTAL US 351,378 839,600 139%
ChocoVine Distribution Objectives and Case Projections
2010 Rolling 12 thru 2012
Rolling 12 thru 2013
Rolling 12 thru 2014
*Account sold objective est. 17,000 50,000 55,000 65,000
*Depletion Goal 351,378 1,000,000 1,350,000 1,800,000
* Based on benchmark of CAVIT account universe* Based on velocity of 20 cases per point of distribution
