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2025 Direct-to-Consumer Wine Report Virtual Event
Now Available: 2025 DtC Wine Report
Explore the latest market metrics and strategies that can help you navigate this challenging business cycle including:
- Community- and experienced-based marketing to engage younger consumers.
- The benefits of cultivating an authentic brand through storytelling.
- The power of creating shareable customer experiences.
Prescience - the 2025 SVB DtC Report Is Next Tuesday
The Annual SVB Videocast is next Tuesday, June 17th.
Why should you listen?
Prescience. Read below, please.
The following is the blog post I made on April 28th, 2019, before the DTC videocast. There hasn't been a single edit. The underscored part is exactly as written 6 years ago.
The wine business is far more complex than people think. It's a maze of complexities with different models, varying paths to the consumer, pressure from federal, local, and state regulations, a lack of good information, controlling power in a small numbers of hands and changing consumer demand. Oftentime decisions are made with the love of the product in mind, versus a business decision being made with financial returns in mind.
Perhaps the greatest risk we should all be most worried about is our tendency to continue on on a path that's successful. If it works, we keep riding the trend as far as we can, until the strategy fails. In an industry that takes 5 years to get a fully mature yield, shouldn't we be making decisions with a view to meeting the future instead of reacting to the present? Where will things be in 5 years? I guarantee the industry 5 years from now will look very different than it does right now, so the strategies that are starting to wobble today, will be on life support five years from today.
THAT ... is why you should register for the 2025 report and videocast.
You won't want to miss the commentary from the experts on the panel. Busy at that time? Register anyway and receive the report and replay—completely free, as it has been for over 25 years.
By registering for our live event, you’ll also gain priority access to the 2025 Direct-to-Consumer Wine Survey Report and on-demand event replay.
Virtual Event Details
Tuesday, June 17, 2025
9:00 am – 10:30 am PT
Our exclusive panel of wine industry innovators will include:
- Paul Mabray – CEO, Pour Now
- Rob McMillan – EVP & Founder, Silicon Valley Bank Wine Division
- Andrea Myers – Director of DTC Sales & Marketing, Round Pond Estate
- Justin Noland – VP of Digital Experience, Treasury Americas
Register today and join us for another thought-provoking virtual gathering.
2025 Direct-to-Consumer Wine Report Virtual Event
Please join us on Tuesday, June 17 for our 2025 Direct-to-Consumer Wine Report Virtual Event.
During this live discussion, our select panel of wine industry leaders will share the latest DTC wine survey findings, breakdown sales and marketing trends and examine tactics to help you navigate our current market conditions.
We’re looking forward to a productive session packed with information that you can put to work at your business.
This year’s topics include:
- Market trends that show glimmers of hopeful news as we progress through the current business cycle.
- Personalized, community- and experienced-based marketing strategies that are being used to successfully engage with younger consumers.
- Making sense of the ever-fluctuating wine club, tasting room and wholesale channel sales percentages.
- The potential benefits of piloting variable, traffic-based tasting fees.
Our survey results are based on input from wineries across the US, including the major AVA associations. We’ve been researching the wine industry for more than 20 years, spending more than a decade producing national direct-to-consumer wine sales benchmarks.
Register today to join us for this exclusive virtual event via Zoom.
2025 Direct-to-Consumer Wine Report Virtual Event
Event Type: Webinar
Event Date: 06/17/2025
Location: Online
Please join us on Tuesday, June 17, 9:00 am - 10:30am PST for a live, virtual event to review findings and predictions from our 2025 Direct-to-Consumer Wine Report.
Our panel of wine industry leaders will review the findings from our latest DtC wine survey and share their thoughts on the evolution of the market.
During the event, you’ll hear today’s wine sales and marketing trends, examine industry growth strategies and participate in our panel’s Q&A session. A few of the topics we plan to address are:
- Market trends that show glimmers of hopeful news as we progress through the current business cycle.
- Personalized, community- and experienced-based marketing strategies that are being used to successfully engage with younger consumers.
- Making sense of the ever-fluctuating wine club, tasting room and wholesale channel sales percentages.
- The potential benefits of piloting variable, traffic-based tasting fees.
Our exclusive panel of wine industry innovators will include:
- Paul Mabray – CEO, Pour Now
- Rob McMillan – EVP & Founder, Silicon Valley Bank Wine Division
- Andrea Myers – Director of DTC Sales & Marketing, Round Pond Estate
- Justin Noland – VP of Digital Experience, Treasury Americas
Register today and join us for another thought-provoking virtual gathering.
P.S. By registering for our live event, you will also receive priority access to the 2025 Direct-to-Consumer Wine Survey Report and on-demand event replay.
Benchmarking the Premium Wine Industry: Exclusive Data from SVB
The insights below are drawn from Silicon Valley Bank's Peer Group Analysis database, a proprietary program designed to help wineries benchmark performance. By aggregating company financial statements into anonymous data bands, we’ve created a robust set of financial metrics that reveal industry trends and performance standards across the wine sector.
Our most recent analysis focuses on 2024 year-end financial statements from 86 premium West Coast wineries with diverse business models. Last year, the average winery in the group produced roughly 15,000 cases and sold approximately 11,000 — offering a representative snapshot of performance across the premium segment.
Click the link to see the additional observations from the dataset.
Exclusive data from SVB - Benchmarking the premium wine industry.pdf
Do You Need a Success Guide?
The Annual SVB Direct to Consumer Survey continues to be open through March 24th, and I need your help with contributing your own data. Only participants will get a success guide... And now you're asking, 'What is a success guide?'
What most wineries want today are answers. What should wineries do to get through this period?
In this year's survey, we are collecting the solutions wineries are using to counter the headwinds. When finished, we will collate those thoughts into a file, and give those anonymized solutions only to participants. That's a success guide.
Think of the success guide as a checklist or a muse. If you are searching for answers, you might get help from hearing what others are trying.
What information will respondents get back in the guide? A very short topical list will include strategies that might fall into categories like:
Enhancing Wine Quality and Experience
Operational changes
Cost management
Supplier contracts
Inventory management
Marketing and engagement
Expansion and Distribution
Customer retention
Access to Capital
Navigating challenges
Respondents also will receive the full set of slides from which you can benchmark your operations. Neither of these two files will be released to the public.
Here are the [survey questions], and here is the [link to the survey]
SVB's Annual Direct-to-Consumer Survey
In this challenging business environment, solutions are in short supply but critically valuable. Good news! The annual SVB Wine direct-to-consumer survey offers a pathway to insights and is currently open for your participation!
This is the grandaddy of DTC surveys, taken by thousands of wineries over the decades.
This year, a compilation of crowdsourced ideas will be crafted into a guide, exclusively available to those who take 15 to 20 minutes of time. Moreover, participants of the survey will receive an exclusive detailed slide deck comprising dozens of slides reserved only for respondents. Ready to go?
The 2025 SVB State of the US Wine Industry Report Virtual Event | 1/23/25
It's time to break the mold and reevaluate everything we think - DTC, grape contracts, the tasting room model, micro collaborations with neighbors, the effectiveness of our social media campaigns, wholesale distribution, our efficiencies, how we use data, our messaging, where we market, how we define 'an experience' ...
Wine: It's what the young consumer wants. They just don't know it.
A blog about the US Wine Business
About
For nearly 30 years, Silicon Valley Bank has been dedicated to providing global financial services to some of the most innovative and entrepreneurial companies in the technology, life science, venture capital and premium wine industries. Our experience with these industries affords us a deep understanding of our clients' business models and a high level of comfort with the business cycles inherent to these dynamic markets.
Silicon Valley Bank offers a full range of sophisticated banking and investment services, but what sets us apart from other banks is our innovative approach and deep commitment to helping entrepreneurial companies of all sizes, and at all stages, grow their businesses around the world.
Over the years, we've built an unparalleled network of relationships with companies, service providers and venture capital. Silicon Valley Bank helps clients gain access to the right people and the right resources to achieve their goals.
Wine Division
When formed in 1994 to serve premium wineries and vineyards, Silicon Valley Bank's first wine industry office stood as the only banking office in the United States dedicated exclusively to the premium wine industry. Today Silicon Valley Bank's Wine Division is the leading provider of financial services to wineries and vineyards in the western United States, with over 300 winery and vineyard clients, and growing, in Napa, Sonoma, the Central Coast of California, Oregon and Washington.
Silicon Valley Bank's premium wine specialists are a unique group they are experts in the wine industry and understand that the winemaking business is like few others. They have a thorough appreciation for the rewards that come from winemaking, but also understand the risks and challenges faced by vintners. You'll find that our team of 35 professionals is enthusiastic about helping you turn challenges into opportunities.
Contact
Contact List
| Title | Name | Phone | Extension | |
|---|---|---|---|---|
| Division Relationship Mgr - Founder, Wine Division | Rob McMillan | rmcmillan@svb.com | 707-967-1367 | |
| Wine Division Manager | Bill Stevens | wstevens@svb.com | 707-967-1373 |
Location List
| Locations | Address | State | Country | Zip Code |
|---|---|---|---|---|
| Silicon Valley Bank | 899 Adams St. Suite G-2, St. Helena | CA | United States of America | 94574 |
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