Courses designed by Industry Experts
M. Learning Academy courses are taught exclusively by current and former executives who have led wine and spirits businesses at the C-Suite or senior executive level. Built using proven instructional frameworks, such as PDSA and group learning systems that have been employed by both universities and corporations, M. Learning Academy courses bring real-world lessons into frameworks and exercises that guarantee student success.
MASTERING THE WHOLESALE CHANNEL COURSE
Have you ever felt like the three-tier system of wine distribution is a big secret that nobody’s explained to you? Mastering the Wholesale Channel is the course that addresses this head-on and provides winery owners, executives and future leaders the tools needed to succeed in the critical wholesale channel. Wine businesses of any size can be profitable in wholesale; the trick is understanding how distributors actually operate, mastering your competitive set, and having the proper tools for success.
This course contains six core chapters and twenty one focused lessons. Students engage in real-world exercise and receive a Tool Kit of advanced pricing calculators, goal planners, and comp set analyses that take the mystery out of distributed sales and lead to mastery.
The proprietary Tool Kit for this course contains:
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An advanced pricing and margin calculator designed to bring transparency and structure to complex wholesale pricing.
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A strategic positioning tool to define competitive context and sharpen distributor and trade messaging.
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Structured decision-maker profiles to better understand buyer psychology and purchasing drivers.
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A market-based goal and accountability system aligned to depletion reality, not production assumptions.
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A simple and downloadable inventory management calculator that helps forecast OOS rates.
Mastering the Wholesale Channel contains lessons, activities, quizzes, and an advanced tool kit for use with distributors and your internal teams. Available on computer and mobile devices.