TRADE INFORMATION SESSION

Pre Sub Process

Events Changes to the

Current Process

Vintages Promo

Programs

New Essentials

Targets and

Quotas

Inventory Questions &

Discussion

AGENDA

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PRESUBMISSION PROCESS

Julian Sark, VINTAGES Category Administrator

LIFE CYCLE PROCESS Pre Sub Process

Phase 1: PRODUCT

NEEDS

Phase 2: PRESUBMISSION

Phase 3: INITIAL

DECISION

Phase 5: FINAL DECISION

Phase 4: PRODUCT

ASSESSMENT

• Sent to drinks Ontario – twice annually.

• Available on Trade Resources website.

PHASE 1 – PRODUCT NEEDS LETTER

Pre Sub Process

• Submissions through NISS in response to needs letter.

• Adhoc (for tasting) and Directs (no tasting required); with prior Category approval.

PHASE 2 – PRE SUBMISSION Pre Sub Process

Submissions must be completed in full and can be declined at any time if incorrect information was provided.

• Vintages receives over 57,500 pre-submissions from over 370 different agents and 3,541 different vendors annually.

• Approximately 5,000 products are accepted for tasting we occurs every Monday, with the exception of Dec.

• For each tasting only 100 wines are accepted to be tasted combined for both calls.

PHASE 3 – INITIAL DECISION Pre Sub Process

PHASE 4 – PRODUCT ASSESSMENT Pre Sub Process

• Tasting panel includes representatives from Category and Retail (Product Consultants).

• Decisions are based on both a combination of panelist scores and our current needs.

PHASE 5 – FINAL DECISION Pre Sub Process

• Approximately 20-40% of wines are purchased based on the tasting results.

• Notification is sent as an automatic email VIA NISS.

• It is not possible to customize decline reasons based on the sheer number of submissions.

• The current process allows for some information to be inputted after a product has been accepted to proceed (tasting or direct).

• If this is not filled out within ten days, NISS automatically cancels the submissions – we do not send reminder emails.

Supply information within 10 days or inform us of any issues. We may not be able to reinstate cancelled

applications.

MANDATORY INFORMATION Pre Sub Process

IMPORTANT Pre Sub Process

• Please do not wait for our prompt to submit

new vendor forms – please submit as soon as they have been accepted for purchase and always include the NISS number.

Julie-Ann McNeilly

Italy, Iberia (Spain and Portugal), European Rose

and Fortified wine

Lisa Chapman France, Eastern

and Central Europe (Rest of

Europe not previously

mentioned) and European

Sparkling wine

Greg Macdonald

U.S.A., Australia, Kosher products

and Canada excluding Ontario

Ann Patel

South America, New Zealand,

South Africa, Sake and all Spirits

Astrid Brummer

Ontario Vintages

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Julian Sark 416- 864-6790

Diane Pereira 416-864-2480

TBD 416-365-5856

Sean Adams 416-365-5894

Events /Classics / Special Offers and Futures – All Categories

Kristine Julien 416- 864-2563

CATEGORY CONTACTS Pre Sub Process

• Within five weeks of either being accepted to proceed (purchased from the tasting) or paperwork being dropped off (directs).

• There are always exceptions.

• If it is more than five weeks contact the PM directly.

LIFE AFTER YOUR NTP Pre Sub Process

QUESTIONS

CHANGES TO CURRENT PROCESS

Paul Farrell, VINTAGES Category Manager, European Wines

• We will no longer be issuing a Purchase Order until the NTP is COMPLETE.

• Incomplete NTP’S will be will be CANCELLED.

COMPLETING YOUR NTP Changes to the Current Process

• We will no longer be issuing UPC/SCC codes. – APRIL 1, 2016

• If no UPC/SCC provided, then the NTP will remain incomplete and a PO will not be issued.

• www.gs1ca.org/

UPC/SCC Changes to the Current Process

• QA will NOT accept labels that are NOT designed for the Canadian market – they will automatically be rejected.

LABEL EXAM Changes to the Current Process

Contact Michael Gieck, Associate Manager QA 416-864-6733 or michael.gieck@lcbo.com

• Infractions on NTP’s will be measured: Tracking of missing information Tracking late information Tracking incorrect info

AGENCY SCORECARDS Changes to the Current Process

• Common Errors; – Label exams – Inaccurate / incomplete vendor forms – Organic certifications – Currency does not match vendor profile – Confusion between selling unit versus case pack – Missing deadline for requote requests – Print off entire submission, fit to 8 ½ X 11 pg – Poor accuracy on attestations for turbidity

AGENCY SCORECARDS Changes to the Current Process

QUESTIONS

PROMOTIONAL PROGRAMS

Colby Norrington, Category Manager, New World Wines

Buying criteria: • Ideally two new wines that have very good quality to

price ratio. • 90+ scores preferred. • Typical volume 2500-3500 cases.

Promotional support:

• 12 opportunities per year • Featured in Food & Drink magazine plus has a spread in 2

consecutive Vintages release catalogues. • Promoted in stores with floor displays and signage:

Chalkboard, backer cards, pricer cards, shelf talkers. Fee: $6,000+ tax

FOOD & DRINK $17 Promotional Programs

Buying criteria: • Two wines often in the thematic

features. • They should have 90+ scores. • Prices must over $17. • Typical volume is 1200-2000 cases.

Promotional support:

• Every other month • Promoted in stores with end aisle shelf

space and signage: Chalkboard, backer cards, pricer cards, shelf talkers.

Fee: January to September $3950+ tax October to December $4600+ tax

WINES OF THE MONTH Promotional Programs

Buying criteria: • One wine monthly that illustrates true

typicity of a classic region or style. • Retails for over $17. • 600 case minimum.

Promotional support:

• Alternates with WOMs on inside front cover of release catalogue.

• Promoted in stores with end aisle shelf space and signage (shelf talkers).

Fee: January to September $2625+ tax October to December $3150+ tax

BENCHMARK Promotional Programs

Buying criteria: • One wine per release. • Should have broad appeal and be ready to drink. • 90+ scores are important. • Price range $17-$30 (emphasis below $20). • 600 case minimum.

Promotional support: On inside back cover of every release catalogue. Promoted in stores with end aisle shelf space and signage: Chalkboard, backer cards, pricer cards, shelf talkers.

Fee: January to September $2625+ tax October to December $3150+ tax

ARRIVE IN STYLE (AIS) Promotional Programs

VINTAGES Local Find features a VQA wine chosen monthly, which is personally endorsed by the Ontario wines Product Manager. The VQA wine is highlighted in the bi-weekly VINTAGES release catalogue (offset every two weeks from the Local Talent selection).

Buying criteria:

• One VQA wine, typically $15-20 with broad appeal and sharp packaging.

Promotional support:

• Promoted in stores with signage: Chalkboard, backer cards, pricer cards, shelf talkers, Hot Button.

LOCAL FIND Promotional Programs

VINTAGES Local Talent features 3-4 VQA wines selected to showcase Ontario’s main wine growing regions, varietals and/or styles. These wines are highlighted in the bi-weekly VINTAGES release catalogue (offset every two weeks from the Local Find).

Buying criteria: • 3-4 VQA wines that fit chosen theme. Typically $20-$40.

Promotional support:

• Promoted in stores with signage: Chalkboard, backer cards, pricer cards, shelf talkers.

LOCAL TALENT Promotional Programs

QUESTIONS

NEW ESSENTIALS TARGETS & QUOTAS

• New VINTAGES Targets are coming into effect APRIL 1, 2016.

• This WILL BE communicated formally via a letter

to Drinks Ontario due to go out in Feb., 2016. • Essentials targets WILL BE posted on our Trade

Resources website effective April 1, 2016.

VINTAGES ESSENTIALS TARGETS New Essentials Targets

and Quotas

APPROACH TO ESSENTIALS QUOTAS

New Essentials Targets and Quotas

Methodical Assortment Transparent Continuous

Formula is determined by: • All active SKUs are grouped by subset and ranked

in descending order based on R13 net sales.

• Cumulative R13 net sales and cumulative share are calculated for each subset.

• The target is set to protect 90% of the cumulative net sales.

ESSENTIALS QUOTA FORMULA New Essentials Targets

and Quotas

Set name Description Net Sales Rolling 13 SOM Cumulative

Share FRANCE RED Total $6,700,000

FRANCE RED Colby's Merlot $1,500,000 22.4% 22% FRANCE RED Paul's Cotes Rhone $1,300,000 19.4% 42% FRANCE RED Beauj-Village $1,000,000 14.9% 57% FRANCE RED Sancerre rouge $900,000 13.4% 70% FRANCE RED Chateauneuf $700,000 10.4% 81% FRANCE RED Bourgogne Pinot Noir $600,000 9.0% 90% FRANCE RED bordeaux right bank $500,000 7.5% 97% FRANCE RED Gigondas $200,000 3.0% 100%

SALES TARGET EXAMPLE New Essentials Targets

and Quotas

France Red Sales Target = $600,000.00

• Establishment of a Baseline where No Target for any subset will be >$450,000:

• Pertinent to subsets that only contain one SKU, which does not allow us to apply our standard formula.

BASELINE QUOTAS New Essentials Targets

and Quotas

• Establishment of a Topline Quota: • Pertinent to subsets that have extremely productive

SKUs like Pinot Grigio or NZ Sauv Blanc where a specific item has the ability to SKU the entire formula we have set a top line quota number.

• $1M for European Vintages Products and $1.5M for New World Vintages products.

TOPLINE QUOTAS New Essentials Targets

and Quotas

Average benchmarks to hit minimum sales target at eight weeks :

• Release weekend MIN 17.5% ST • 4 weeks MIN 54.5% ST

Desired sell through is 90% in eight weeks.

VINTAGES FRONT LINE SELL THROUGH TARGETS

New Essentials Targets and Quotas

QUESTIONS

INVENTORY

Ruth Simpson, Order Specialist, VINTAGES

• If a Supplier is not signed up for Web PO at the time a PO is issued they will not know about the order in a timely fashion, subsequently if an order is too late for the intended release date it may be cancelled, or moved to a release date several months later.

• When a Vendor number changes, the Vendor must sign up again for Web PO access with the new number.

WEB PO Inventory

• Port location/pick up location/address must be very clear on the NISS application and the Price Quote.

• Case quantity or vintage change - Category team should be advised at the earliest opportunity. We shouldn’t hear about the changes after a purchase order is issued.

• UPC/SCC Barcodes – if there is a change, please advise the Category team at the earliest opportunity.

• Under no circumstances should the Supplier send the goods in the wrong case-pack.

DETAILS Inventory

• It is the Vendor’s responsibility to contact the Forwarder in a timely manner to schedule a pick up or drop off of the purchase order.

• Advise the Order Specialist soon as supplier knows they cannot meet the assigned ship date or if there is a delay. Web PO should be used instead of finding out from carrier/forwarder reports that the order isn’t/won’t be ready for the assigned ship date.

SHIPPING Inventory

• We endeavor to allocate a minimum of 80% of the total quantity purchased of each SKU to stores. It is then up to the sales agent to work with stores to deplete any remaining warehouse inventory.

• Approximately six months after the release date we purge all remaining residual inventory to stores. Please do not contact the Vintages Inventory team a few weeks after the release asking us to re-allocate.

• Pre-releases: If you require cases for an event, tasting, etc., prior to the scheduled release date, please contact Ellen or Gord at least six weeks prior to allow them to arrange this

ALLOCATIONS Inventory

QUESTIONS

EVENTS

Rose Holness, Associate Manager, VINTAGES Events

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WHY EVENTS? Events

• Offer an exciting consumer experience they can’t have elsewhere

• Access to unique & rare product offerings, including large formats

• Customer engagement & educational opportunities

• Brand building for both supplier and Vintages

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WHAT ARE WE LOOKING FOR? Events

• Business strategy alignment

• Key personalities

• Promotional support

• Financial support

• Product Offering

• Donated products

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3-STEP PROCESS Events

Calls to Trade 2x/yr Submissions reviewed by

Category and Events Teams

Discussion with Agent/Suppliers

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Events COLLABORATION

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VENUE SELECTION CRITERIA Events

General Checklist Requirements:

• Brand alignment • Allow us to bring in our products (under our SOP) • Corkage rates • Exclusivity • Minimum spend $ • Capacity • Willing to commit six months in advance • Room temperature/lights/ambience • Accessibility – wheelchair/transit • Audio Visual (cordless, lapel, presentation, laptop,

acoustics)

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LARGE WALK-AROUND TASTING (300-600 PEOPLE)

Events

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WALK-AROUND TASTING & DINNER Events

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Events RECEPTION & DINNER

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STRUCTURED TASTING, RECEPTION & DINNER Events

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COCKTAIL RECEPTION & STRUCTURED TASTING

Events

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YOUR COMMITMENT Events

• Meet deadlines

• Logistics assistance

• Provide information requested

• Complete, sign and return forms (Memo of Understanding including Smart Serve # and Anti-Spam Legislation)

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EXPECTATIONS ON EVENT DAY Events

• Arrival on-time, sign in and pick up name tag, and inventory sheet.

• Do not leave your table unattended.

• No pre-poured samples and/or bottles to be left attended.

• Do not serve anyone who may appear intoxicated.

• Complete, sign and hand in Inventory sheet before leaving premises with unopened bottles.

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FREQUENTLY ASKED QUESTIONS

Events

• How many compensated tickets am I allowed?

• Can I leave my unopened bottles and collect from head office later on?

• Do I need to source the products for the event?

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AFTER EACH EVENT Events

You will receive an invoice and/or a debit note:

• INVOICE - VSE # (NOT available in iSupplier) - For products sourced from existing stock - Participation fee - Product consultant fee

• DEBIT NOTE: - Samples brought in on a PO - Debit note generated to offset the cost of PO.

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Events COLLABORATION WORKS!

QUESTIONS